Does the thought of negotiating with a boss or client send you into a tailspin of anxiety and panic? If so, we have good news for you! My guest today, Fotini Iconomopoulos is an expert at negotiating. She is the author of Say Less, Get More: Unconventional Negotiation Techniques to Get What You Want, a practical, accessible, and highly effective guide to taking back the power in a negotiation, and getting the outcome you want. As a child, she was awarded the nickname ‘the negotiator’ by her family and has been honing her skills in negotiation ever since. For the past decade, she has been helping Fortune 500 executives and their teams achieve their objectives through her expertise in negotiation, communication, and persuasion. In our conversation we discuss the role that negotiation can play in every aspect of our lives, whether it’s getting the outcome you want in a salary negotiation, vying for space on public transport, or navigating everyday sexism. Tuning in, you’ll learn about the power of mindset, how to use a calming mantra, and the ripple effect these actions have on your body language, and how people perceive you. We also discuss the role of sexism in negotiation, how to address it, and unpack how to align your authenticity with what you want from a negotiation. Make sure you join us for this important conversation on negotiation and how to step into your power!

In this episode you’ll:

• Meet today’s guest Fotini Iconomopoulos.
  
• Discover some of the life-changing tips in Fotini’s book Say Less, Get More.
  
• Gain clarity on how to negotiate better in your everyday life.
  
• Hear how Fotini earned her nickname ‘The Negotiator’ as a child.
  
• Learn about Fotini’s early experience with negotiation and how she came to write her book.
  
• Rethink the role that negotiation can play in every part of your life.
  
• Explore the unfair perceptions of men versus women in negotiations.
  
• Discover the powerful effect of a positive mantra when you feel anxiety or self-doubt.
  
• Learn about the role that your body language plays in negotiation.
  
• Get to know how your mindset affects your confidence and how you are perceived.
  
• Learn how to proactively create value and get noticed.
  
• Understand why and so many of us talk ourselves out of a deal when we’re nervous.
  
• Discover how you can use questions to position yourself well in a negotiation.
  
• How to align your authenticity with what you want from a negotiation.
  
• Hear about the negotiation Fotini is proudest of, even though she didn’t get the outcome she wanted.
  

Tweetables:

“We communicate our credibility and our competence using our body language, using our tone, using all of these things. For me, those are the ones where you are asserting your presence, you are negotiating for your space in that room.” — @Fotiniicon [0:06:53]

“You can actually change your brain, you can change the way you function in a room just by changing your mindset and going, “I deserve to be here. I am great at what I do. I know what I’m doing here.” .” — @Fotiniicon [0:18:22]

“I think we can all agree, information is power. The best way to get that information is to shut up and let them give it to you. If you don’t give them that airtime, they’re not going to be able to give you that golden information to help you move forward.” — @Fotiniicon [0:28:40]

“You sold yourself once. That’s how you’ve gotten to the position where they wanted to hear a proposal from you. It’s about not selling. It’s about saying less and getting more oriented around those questions to find a solution.” — @Fotiniicon [0:29:05]

“My objective was to be validated, and rewarded appropriately and to be treated like somebody who deserved that. What I uncovered was, that just wasn’t possible in that space, so I found another space that did serve that. I’m so much better for it today.” — @Fotiniicon [0:43:23]

Links Mentioned in Today’s Episode:

Fotini Iconomopoulos on LinkedIn

Fotini Iconomopoulos on Instagram

Fotini Iconomopoulos on Twitter

Say Less, Get More: Unconventional Negotiation Techniques to Get What You Want

Amy Cuddy TED Talk: Your Body Language May Shape Who You Are

Power, for All: How It Really Works and Why It’s Everyone’s Business

Erin King

Erin King on Twitter

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