Negotiate Anything Authenticity Builds Real Influence (Not Performance)
Dec 17, 2025
In this enlightening discussion, guests Luke Fedlam, a sports attorney specializing in athlete negotiations, Matthew Pollard, a best-selling author who empowers introverts in sales, and Dr. Todd Dewett, a leadership expert focusing on authentic communication, delve into the transformative power of authenticity. They explore how true influence stems from being genuine rather than performative. Topics include building trust in negotiations, the unique strengths of introverts, and the delicate balance of candor and kindness in leadership.
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Educate With Concrete Impact
- Educate clients with simple, concrete impacts instead of technical jargon.
- Show how choices change outcomes (e.g., spending patterns show when they'll run out of money).
Truth Beats Flattery For Trust
- Honesty and directness build trust faster than flattery.
- High-achievers often respect advisors who tell them hard truths rather than yes-men.
Build Confidence Through Mastery
- Build confidence by mastering the full context of the deal or client situation.
- Prepare multiple solutions so you can say no with authority and alternatives.