51. Visualization & the DREAMS framework in negotiations

What if negotiation isn’t just about tactics, scripts, and numbers? In this episode, we sit down with Julia Martin and Melanie Bettis to explore the intersection most people ignore: mindset and strategy.Julia comes from the world of manifestation and intentionality. Melanie brings deep experience in job search strategy, interviewing, and salary negotiation. Together, they make a compelling case for something we’ve seen with our own clients: It’s rarely just tactics or mindset. It’s both.We get into how your internal state shapes negotiation outcomes, why most people start negotiating too late, and how to expand what you believe is possible when the numbers feel out of reach.If you found this helpful, share it with someone who’s about to negotiate an offer or make a big career move.What we cover• The question Julia uses to shift into a confident mindset• Why negotiation actually starts before the interview• How recruiters use early salary questions to anchor you• The “ladder of believability” and how to ask for more than you’ve ever made• How to identify and reframe limiting beliefs before a negotiation• Why visualization is used by athletes, the military, and top performers• How to mentally rehearse a negotiation or interview• Why likability and genuine curiosity create leverage• The small language shifts that make negotiation collaborative• What most people misunderstand about persistence in negotiationKey ideas from the episode1. Visualization is practical, not just abstract. From athletes to military training, mental rehearsal is used to improve performance. The same applies to interviews and compensation conversations.2. Negotiation starts earlier than you think. That “casual” salary question from a recruiter is not casual. It’s part of the negotiation.3. Most people are anchored to their past. If you’ve been making a certain number for years, it can feel uncomfortable to ask for a lot more. The solution is expanding belief step by step, not forcing it all at once.4. Your internal stories shape your outcomes. Limiting beliefs often drive hesitation in negotiations. Writing them down and reframing them can change how you show up.5. Likability is a real advantage. “Be interested to be interesting.” Genuine connection makes people more willing to advocate for you.6. Ask, then follow up thoughtfully/ Negotiation is not about being aggressive. It’s about being clear, collaborative, and persistent when it matters.Learn more about Julia and Melanie’s work:https://wearedreambuilders.comFor more:• Book free consultation call with Alex: ⁠https://calendly.com/alexhapki/call• Get our free negotiation worksheet: ⁠https://www.yournegotiations.com• Read our weekly newsletter: https://yournegotiations.kit.com• Instagram: ⁠https://www.instagram.com/yournegotiations• Gerta's LinkedIn: https://www.linkedin.com/in/gertamalaj• Alex's LinkedIn: https://www.linkedin.com/in/alexhapki