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Strategies for Negotiation with Fotini Iconomopoulos: Insights from the Lifting as you Lead Masterclass
Strategies for Negotiation with Fotini Iconomopoulos: Insights from the Lifting as you Lead Masterclass
On October 21, 2024, LLMC held its third Masterclass of the year on the topic of negotiation entitled “Say Less, Get More: Mastering Effective Negotiation”. Participants learned practical tips and gained valuable insights on how to enhance their negotiation abilities from Fotini Iconomopoulos, an award-winning negotiation expert who helps empower others to get what they want.
Throughout the session led by Fotini and moderated by Samantha Moonsammy and Suzan Richards, participants learned how to overcome common fears when negotiating, how to build credibility, and more.
Common Fears in Negotiating
Fotini opened the Masterclass by asking participants to share their biggest fears when entering negotiations. Participants expressed anxieties such as coming across as incompetent, damaging relationships, and more.
To manage these anxieties, Fotini suggested participants reflect on what’s at stake if they choose not to negotiate. The answer to that question can help them find their “why”: the core reason behind the negotiation. Fotini explained that starting with “why” is one of the best tactics for achieving successful negotiation outcomes.
Some other practical tips to manage negotiation anxieties that Fotini offered were to do research on the people you are negotiating with beforehand to understand what outcomes they want; to balance needs by considering what outcomes are possible for both parties; and to build relationships with the people you are entering into a negotiation with.
Speaking from Facts
The research step ahead of a negotiation is crucial, Fotini explained, because it allows the person entering the negotiation to speak from a place of fact rather than a place of opinion. Instead of beginning their sentences with the words “I think,” Fotini encouraged participants to use the words “Based on…”. Using “Based on” demonstrates knowledge of the subject and establishes credibility.
Establishing credibility in this way is key for all negotiations, but it is an especially important tool for those that are not members of the dominant group. Members of marginalized groups are less likely to be perceived as credible and more likely to be perceived as unreasonable and emotional. Understanding and accounting for the fact that these perceptions exist can help members of marginalized groups achieve better results when negotiating.
Introverts and the Power of Saying Less
In response to an audience question, Fotini shared that introverts make excellent negotiators because they are less likely to speak without thinking. She encouraged participants to press pause before responding during negotiations, explaining that saying less is one of the most powerful negotiation tools. Using a calm, fact-based approach and staying silent are skills that come naturally to introverts, making them some of the best negotiators.
By incorporating these techniques and insights, LLMC participants can now navigate negotiations more effectively, build stronger relationships, and achieve better outcomes, creating a better, more inclusive, and psychologically safer workplace for all.
