How to Be Awesome at Your Job

659: How to Get More by Saying Less in Negotiations with Fotini Iconomopoulos

Apr 15, 2021

41:23

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Fotini Iconomopoulos, negotiation expert, shares unconventional tips including magic words, power of the pause, and handling rejection. Discover strategies like saying less, using silence strategically, and reframing mental states for successful negotiations.

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Quick takeaways

Leverage the power of silence in negotiations for better outcomes.

Approach negotiations with curiosity to build trust and increase success rates.

Deep dives

Negotiation Techniques: Say Less, Get More

In negotiations, Fotini Iconomopolis shares key tips, including using four magic words of conditional trading, leveraging the power of silence in negotiations, and using questions to navigate resistance. She emphasizes the importance of building trust and likability before negotiations to increase success. By asking insightful questions and utilizing pauses effectively, negotiators can achieve better results.

Intro

5min

A Personal Story of Auditioning for a Reality TV Show Competition

2min

The Real Deal Behind Reality TV Shows

2min

Mastering Negotiation Skills for Everyday Success

7min

Mastering the Art of Saying Less in Negotiations

23min

Effective Negotiation Strategies and the Power of the Mental Pause Button

4min

Negotiation Strategies: Saying Less to Get More

2min

Fotini Iconomopoulos shares the unconventional negotiation approaches to help you get what you want out of work and life.

— YOU’LL LEARN —

1) The four magic words of negotiation

2) The surprising power of the pause in a negotiation

3) The script to use when you hear “no”

Subscribe or visit AwesomeAtYourJob.com/ep659 for clickable versions of the links below.

— ABOUT FOTINI —

Fotini is a speaker, trainer, advisor, and author. Fotini helps people get what they want, by channeling her energy into her passion for the power of forward thinking. Today business executives partner with her to achieve their business goals, increase profitability and create a competitive advantage. She empowers their teams through her expertise in negotiation, communication and persuasion.

To share her strengths with more business leaders, Fotini occasionally returns to the classroom as an instructor of MBA Negotiations at the Schulich School of Business at York University in Toronto. For the last 5 years, she’s been invited to share her messages with audiences from all industries in keynote addresses across the globe. Fotini’s first book from Harper Collins is Say Less, Get More: Unconventional Negotiation Techniques to Get What You Want.

• Book: Say Less, Get More: Unconventional Negotiation Techniques to Get What You Want

• Instagram: @fotiniicon

• LinkedIn: Fotini Iconomopoulos

• Website: FotiniIcon.com

— RESOURCES MENTIONED IN THE SHOW —

• Book: Greenlights by Matthew McConaughey

• Book: Influence, New and Expanded: The Psychology of Persuasion by Robert Cialdini

• Book: Presence: Bringing Your Boldest Self to Your Biggest Challenges by Dr. Amy Cuddy

• Past episode: 311: Communication Secrets from FBI Kidnapping Negotiator Chris Voss

• Study: “Get Excited: Reappraising Pre-Performance Anxiety as Excitement” by Alison Wood Brooks, Harvard Business School

• Website: HomeAdvisor.com

— THANK YOU SPONSORS! —