How to Tilt the Room: The Art of Negotiation, Influence & Leverage with Ken Sterling

What if the key to winning a negotiation isn't being the loudest person in the room—but knowing when to listen, when to pause, and how to build trust? On this episode of the Super U Podcast, Erik Qualman sits down with attorney, entrepreneur, talent executive, professor, and veteran dealmaker Ken Sterling, author of Tilt the Room. Ken shares the strategies he's developed across law, business, technology, entertainment, and high-stakes dealmaking to help people influence outcomes without becoming aggressive or burning bridges. Ken breaks down his Tilt the Room framework—trust, influence, leverage, and timing—and explains why successful negotiation is less about overpowering the other side and more about understanding people, preparing for the room, and creating relationships that last beyond a single deal. The conversation explores how to: • Build trust and rapport before you ever need leverage • Read the room and understand the people sitting across the table • Prepare thoroughly while staying flexible in the moment • Use silence and the "power of the pause" to your advantage • Stay calm under pressure instead of resorting to bullying • Avoid overplaying your hand when you have leverage • Give difficult feedback without destroying trust • Stay focused and fully present during high-stakes conversations • Approach negotiation as a long-term relationship rather than a one-time transaction Ken also shares his memorable philosophy: "Never call someone's baby ugly." In negotiation and leadership, ideas can feel deeply personal—and dismissing someone's idea can damage the trust and influence you've worked hard to build. From billion-dollar dealmaking principles to everyday negotiations at work and home, this episode is a masterclass in how to tilt the room without tipping the scales too far. Tune in for practical insights on negotiation, leadership, focus, influence, and the human side of getting to yes. Connect with Ken Sterling: www.sterlingmedialaw.com www.bigspeak.com https://www.linkedin.com/in/kensterling/ https://www.instagram.com/ken.sterling/ Five-time #1 Bestselling Author and Motivational Speaker Erik Qualman has performed in over 60 countries and reached over 60 million people this past decade. He was voted the 2nd Most Likable Author in the World behind the Harry Potter series. Have Erik speak at your conference: [email protected] Motivational Speaker | Erik Qualman has inspired audiences at FedEx, Chase, ADP, Huawei, Starbucks, Godiva, FBI, Google, and many more on Focus and Digital Leadership.