Top Negotiation Expert: The Mistake Most Businesses Make About Pricing
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:
The Influence Anyone Podcast
The #1 podcast on applied influence psychology. Each episode, Howie Chan, a veteran brand and behavior strategist sits down with world experts and practitioners to uncover the hidden psychology that helps you influence yourself (mastering your mindset, habits, and decisions) and get buy-in from others (your team, clients, and audiences.) Together, we turn science into playbooks you can apply to lead, persuade, and create extraordinary success.
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