Negotiate Anything Prepare Like a Pro: Lessons from Elite Speakers, CEOs, and Negotiators
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Jan 27, 2026 Karen Walsh, negotiation scholar and coach, blends research-backed prep with human-focused tactics. Jody McLean, CEO in retail real estate, shares deal-tested strategies for prioritizing wins and trading small concessions. Mariana Swallow, public speaking coach, offers audience-first rehearsal and engagement techniques. The conversation centers on preparation, audience recon, emotional readiness, and planning high-stakes conversations.
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Always Do Audience Recon
- Do perform audience recon before any presentation or negotiation to learn motivations and priorities.
- Spend even five minutes rehearsing your three main points aloud to prepare and flex to the audience.
Plan For Questions That Throw You
- Plan for the questions that could throw you and script short, honest responses like "Let me get back to you."
- Prepare fallback lines so you won't invent answers under pressure.
Be Present On Video
- Show you're listening in virtual meetings with eye contact, leaning forward, and small nods so others feel engaged.
- Avoid checking email or multitasking because those cues signal disengagement.
