In this episode of the Influence Anyone Podcast, host Howie Chan interviews Fotini Iconomopoulos, expert negotiator, bestselling author of Say Less, Get More, and trusted advisor to global leaders. They explore the truth about negotiation skills and why most people get them completely wrong.

Fotini reframes negotiation as a daily human interaction, not just a boardroom tactic and introduces her powerful “Three C’s” framework to build instant trust and connection. You’ll learn why leading with price weakens your position, how power is built through information, not dominance, and why the popular “win-win” mindset can actually sabotage long-term success.

Want to make influencing human behavior your company's superpower? Connect with me at howiechan.com/speaking and let's talk!

Episode Breakdown:

00:00:00 The Power of Negotiation

00:04:51 Why “Win-Win” is Flawed Thinking

00:11:02 Understanding Bias

00:18:49 Never Lead With Price

00:30:01 Negotiation Shapes Society and Relationships

00:38:46 Common Traps for Business Owners

00:42:40 Negotiating Attention as a Speaker

00:49:37 Negotiating with Ourselves

From Our Guest:

Website

Youtube

Instagram

Read Say Less, Get More by Fotini Iconomopoulos.

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Produced by Ideablossoms