How Emotions Shape Every Business Negotiation
The Power of Questions in Negotiation Conversations
Episode 298 (Fotini is based in Toronto)
In this conversation with Fotini Iconomopolous we explore:
- why the concept of “winning” in negotiation can damage outcomes
- how conflict is a natural and necessary part of negotiation
- why emotions—not information—drive most decisions
- how perception differs from intention in communication
- the importance of considering how others feel during negotiation
- the balance between advocating for yourself and serving others
- how preparation shapes confidence and effectiveness
- why adapting your approach to the individual matters
- how asking questions gives you control of the conversation
- how to respond when budget objections arise
- the role of silence and restraint in high-stakes conversations
- how to use language to create alignment and collaboration
- why value creation is more effective than price reduction
- how negotiation styles shift across contexts and relationships
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About our guest, Fotini Iconomopolous:
She is author of the book on negotiation "Say Less, Get More" which is available in most book stores.
Take the quizz for a free assessment of your natural negotiation style.
https://fotiniicon.com/quiz/
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Key Lessons from this conversation with Fotini:
- the word “win” creates a losing dynamic in negotiation
- negotiation is a form of conflict, but conflict is not inherently negative
- misalignment in negotiation is driven more by emotion than information
- removing emotion from negotiation is impossible and counterproductive
- how you make people feel determines whether they accept your proposal
- effective negotiation requires balancing three key questions
- preparation is essential and should never be replaced by “winging it”
- asking questions early gives you control of the negotiation
- open-ended questions prevent immediate rejection and invite collaboration
- objections should trigger exploration, not discounting
- negotiation requires adapting to the individual, not just the situation
- silence is a strategic advantage in negotiation
- talking too much weakens your position and reveals vulnerability
- value can be created by reframing, not just reducing price
- trading value creates better outcomes than making concessions
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Your Intended Message is the podcast about how you can boost your career and business success by honing your communication skills. We’ll examine the aspects of how we communicate one-to-one, one to few and one to many – plus that important conversation, one to self.
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