EXPERT SPOTLIGHT: Is it your ego or self-worth that's getting in the way of a good deal? with Corey Kupfer - Episode 54 of Better Business, Better Life!

Corey Kupfer is an expert strategist, dealmaker, consultant, attorney and Principal of Kupfer and Associates. He's also an author and speaker, specialising in negotiation.

Raised in a lower middle-class family in Brooklyn, New York, Corey always had an entrepreneurial spirit & started his first business at 15. In the years that followed, he's been through hard times - his business had no clients, there was a recession so he had no way to pay his rent or credit cards - anything you weren't 'supposed' to do. 

And yet here he is, 30 years later, having built a very successful law firm, consulting practice & speaking business.

"I don't think most of my successes come because I'm particularly ahead of the curve, or knowing the future. Most of my success has come from just building great relationships, doing great work and caring about people."

In this episode, Corey discusses his work philosophy and shares top tips & tools from his book, Authentic Negotiation, that draws on 30 years of experience. 

These aren't just for strategic partnerships or distribution agreements, these principles can be applied to negotiating your first home purchase, or negotiating with your teenager. He also outlines the top 6 reasons negotiations fail and shares his fundamental framework that can make all the difference. 

"If you come into negotiation in a place of scarcity, in a place of not feeling that you're worth it, in a place of fear, I don't care what tactics you put on top of that, you're not going to be successful. I always say, no matter what tactics you use, if you study what I teach, I think you're going to be better than 80 to 90% of negotiators out there. I can sense when somebody comes in and is desperate for a deal. I can also read every tactic they're doing, because I've seen it all for 30 years."

Listen to the full episode to learn the framework & master negotiation in your life! 

Corey's Top 3 Tips

1. Love doing the stuff that you are great at! 

If you're great at some stuff but still hate doing it, get someone else to do it. If you are the owner of the business, partner or executive, it also has to have leverage, it has to move the needle and it has to make a difference. If you are great at delegating, closing deals and negotiating - you've got to love it! If not, you need to find somebody to come in. 

2. Personal growth, internal work & self awareness is so crucial for business owners & executives.

Businesses can only be as successful as our own personal growth allows, especially as an entrepreneur. If we hit a limit, whether it's a relationship to money, what we think we deserve, how much we can trust other people to build a team & delegate, or you're in a place where you're going to sabotage things & you're not willing to grow to be able to be that kind of leader, it's not going to work. 

3. Every business should be a lifestyle business. 

The business should be designed for the life we want. Because if we're not creating the life we want, why we invest?

Debra Chantry-Taylor

Professional EOS Implementer | Entrepreneurial Leadership & Business Coach | Business Owner

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