Uncovering Boardroom Zen: The Role of Internal Barriers in Negotiation Success

Have you ever considered the role of self-worth in your business negotiations? 

For many people, the answer is probably an easy no. 

That said, how we feel about ourselves and the value we can contribute to a team or deal has a tremendous impact on how well we communicate and, yes, negotiate. 

This week’s highlight episode, “The Crucial Role of Self-Worth in Negotiation” features Megha Joshi, executive coach and CEO of Boardroom Zen, a leadership and development executive coaching firm based in New York.  

As an expert in corporate communications and management, Megha highlights the importance of bringing emotional intelligence (EQ) and self-awareness into boardrooms and other business spaces.

For many, the idea of bringing EQ into corporate relations seems ridiculous, but here’s why it matters.

Over the course of her experience, which includes time spent in management consulting and telecommunications, Megha came to believe in an immutable sequence of three dimensions. 

The first is our thoughts. 

The second is our feelings and emotions.

The third is our actions and behaviors.

As we enter any conversation or engagement, our thoughts (which occur first) can have an immediate impact on our feelings and emotions, which then immediately impact how we act.

Our actions, as we know, have a direct impact on the outcome of our conversations and/or negotiations.

So, let’s say you are preparing for a high-stakes, difficult conversation at work. As you enter the conference room your mind may be telling you that the people across the table don’t have your best interest at heart, and are only looking to take advantage of you in some way. 

These negative thoughts create anxiety and stress in the body, often making us feel as though we need to be protective or defensive. 

The stressful emotions can force you to respond by attempting to be more dominant or less collaborative, whatever it takes to communicate your power and “win” the negotiation.

At this point in the process, it’s highly likely that you’ve lost focus of your most important objective or priority in the engagement.

You’ve gotten in your own way.

And it all started with your thoughts and emotions.

So, now that we recognize the importance of self-awareness and emotional intelligence in our business negotiations, what can we do about it?

Check out the episode to find out!

This Week On Negotiate Anything:

Unlearning Silence With Elaine Lin Hering

In this episode of Negotiate Anything, host Kwame Christian engages in a thought-provoking conversation with conflict management professional Elaine Lin Hering. They delve into the theme of unlearning silence, discussing the importance of finding and using one's voice in difficult conversations. Listeners will learn:

• Overcoming self-imposed silence and speaking up in difficult conversations
• Understanding the profound impact of societal and cultural biases on communication
• Nurturing an inclusive environment where diverse voices and perspectives are valued in negotiations

CEOs For Gender Equity with Ashley Speers

In this enlightening episode of "Negotiate Anything," we host Ashley Speers, the pioneering executive officer from CEOs for Gender Equity, in a deep dive into the vital topic of gender equity in the corporate world. As we navigate the sobering reality that Australia could take over a century to close the gender pay gap, Ashley highlights the necessity of systemic changes and CEO involvement to hasten this progress. Listeners will learn:

• Effective negotiation strategies for CEOs to inspire systemic changes towards gender balance within their organizations
• How to engage in conversations about diversity, equity, and inclusion without shaming, but instead building allies
• The significance of setting and adhering to high standards in negotiations for gender equity in the workforce

Melina Palmer: How to Apply Behavioral Economics So Customers Buy

Join us as we delve into the fascinating intersection of pricing and negotiation with our guest Melina Palmer, CEO of the Brainy Business. In this episode, we explore the psychological undertones that drive successful pricing strategies and how behavioral economics can influence customer decisions. Listeners will learn:

• How to negotiate pricing with confidence and strategically present value to customers
• The significance of understanding different perceptions of value and their impact on pricing
• How to apply psychological principles and choice architecture to improve sales negotiation outcomes

Turning Difficult Conversations into Opportunities with Robbie Baxter

In this episode of Negotiate Anything, Kwame Christian welcomes the experienced Robbie Baxter to delve into the nuanced art of negotiation. They engage in a dynamic discussion about the importance of understanding both personal and organizational needs to create mutually beneficial outcomes. Listeners will learn:

• Techniques to approach negotiations with an abundance mindset and curiosity, to expand potential benefits.
• Practical tips on how to reframe negotiations to optimize relationships and increase value for all involved.
• How to apply negotiation principles to various situations, from business models to personal career advancement.

Conquering Indecision: Strategies from Patrick McGinnis

In this episode, Kwame Christian, engages with Patrick McGinnis, venture capitalist and originator of the term FOMO, to dissect the complexities of decision-making in negotiations. They delve into the psychological impacts of FOMO (fear of missing out) and FOBO (fear of better options), discussing strategies to overcome indecision and improve outcomes. Listeners will learn:

• How to effectively combat indecision and manage the anxiety associated with FOMO and FOBO
• Strategies for prioritizing high-stakes decisions and minimizing the impact of low-stakes choices
• The importance of maintaining boundaries in negotiations and utilizing social proof to create a sense of urgency

Don’t forget to subscribe to Negotiate Anything ( the #1 negotiation podcast in the world) on Apple Podcasts, Google Podcasts, and Spotify.

Have a wonderful weekend!

Kwame

CEO & Founder of American Negotiation Institute

#negotiation #sales #business