Negotiate Anything

The Authenticity Rule That Earns Trust at Work (Not Performative Professionalism)

Jan 14, 2026
Luke, an in-house counsel with a rich background in finance and sports, Matthew Pollard, an author helping introverts excel in business, and Dr. Todd, an expert in organizational behavior, dive deep into what authenticity means at work. They discuss how true trust is built through daily choices rather than performative behaviors. The conversation highlights the importance of earnest communication, the balance of candor and kindness in leadership, and the need for alignment between personal values and professional actions.
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ADVICE

Be Honest To Earn Trust Fast

  • Be honest and direct with clients to build trust quickly.
  • Teach and educate clients in plain terms so they can act on good advice.
ADVICE

Prepare Fully Before You Negotiate

  • Prepare deeply so you can confidently say no when needed.
  • Know both sides' interests to find bridges or accept impasse honestly.
ADVICE

Address Heart And Mind Together

  • Tap into clients' hearts by asking what keeps them up at night.
  • Pair technical logic with sincere care to increase buy-in.
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