Negotiate Anything Faking Confidence Is a Trap — Here’s What to Do Instead - with Derrick (The Van Gogh of Negotiation) Chevalier (Part I)
Apr 24, 2025
Derrick Chevalier, bestselling author and executive VP at Harrison Chevalier, shares his journey from a failed negotiation with Stevie Wonder to mastering negotiation skills. He reveals why faking expertise can damage credibility and introduces the ICSEAR framework for genuine skill mastery. Derrick emphasizes the importance of soft skills and ethical practices in negotiations, advocating for genuine confidence through preparation. Ultimately, he encourages negotiators to embrace the unpredictable nature of high-pressure conversations, likening it to the flow of jazz.
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Stevie Wonder Sales Failure
- Derrick lost a big sale with Stevie Wonder by faking his expertise in speaker knowledge.
- This failure inspired Derrick to commit to excellence and truly master his craft.
Build Confidence Through Competence
- Confidence comes from competence, not faking knowledge.
- Prepare thoroughly and outwork fear to build true confidence.
Use ICSEAR for Mastery
- The ICSEAR framework helps master skills from information to actionable results.
- Follow the steps: Information, Knowledge, Skill, Expertise, Action, Result to gain true mastery.
