117. Negotiating with Powerful People, featuring Worldwide Negotiation Expert Kwame Christian

The toughest negotiations at work happen with people who outrank you. Whether you walk away with more headcount, a faster yes, an extension on a deadline, or a project sponsor's full backing depends less on the strength of your case than on what you understand about the psychology of negotiating up. In this episode, attorney and negotiation expert Kwame Christian breaks down what works when the other side holds all the formal authority.Why Kwame doesn't play for neutrality in any negotiation and the bias you should INTENTIONALLY trigger in the first ten minutes So you're about to push back on your boss? Use this two-line opener. Try this one-word swap to instantly diffuse a defensive response Why elite negotiators use the 70/30 rule to steer towards outcomes they want About Kwame ChristianKwame Christian, a first-generation Caribbean American from Tiffin, Ohio, transformed his life through a negotiation course in law school, revealing that negotiation is a learnable skill. This discovery led him to excel in negotiation competitions, win national awards, and ultimately found the American Negotiation Institute. His personal journey from a people pleaser to a master negotiator is relatable and inspiring, resonating deeply with audiences and empowering them to handle challenging conversations confidently. https://kwamechristian.com/ https://melodywilding.com/summitConnect with Melody:FREE NEWSLETTER: Psychology at Work WeeklyGet on the Waitlist for Speak Like a Senior Leader™Get on the Waitlist for Lead from WithinGet Melody's new book, Managing Up