Negotiation Strategies that Work: Fotini Iconomopoulos

Show Notes

How Emotions Shape Every Business Negotiation
The Power of Questions in Negotiation Conversations

Episode 298 (Fotini is based in Toronto)

In this conversation with Fotini Iconomopolous we explore:

• why the concept of “winning” in negotiation can damage outcomes


• how conflict is a natural and necessary part of negotiation


• why emotions—not information—drive most decisions


• how perception differs from intention in communication


• the importance of considering how others feel during negotiation


• the balance between advocating for yourself and serving others


• how preparation shapes confidence and effectiveness


• why adapting your approach to the individual matters


• how asking questions gives you control of the conversation


• how to respond when budget objections arise


• the role of silence and restraint in high-stakes conversations


• how to use language to create alignment and collaboration


• why value creation is more effective than price reduction


• how negotiation styles shift across contexts and relationships

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About our guest, Fotini Iconomopolous:

She is author of the book on negotiation "Say Less, Get More" which is available in most book stores.

Take the quizz for a free assessment of your natural negotiation style.

https://fotiniicon.com/quiz/

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Key Lessons from this conversation with Fotini:

• the word “win” creates a losing dynamic in negotiation


• negotiation is a form of conflict, but conflict is not inherently negative


• misalignment in negotiation is driven more by emotion than information


• removing emotion from negotiation is impossible and counterproductive


• how you make people feel determines whether they accept your proposal


• effective negotiation requires balancing three key questions


• preparation is essential and should never be replaced by “winging it”


• asking questions early gives you control of the negotiation


• open-ended questions prevent immediate rejection and invite collaboration


• objections should trigger exploration, not discounting


• negotiation requires adapting to the individual, not just the situation


• silence is a strategic advantage in negotiation


• talking too much weakens your position and reveals vulnerability


• value can be created by reframing, not just reducing price


• trading value creates better outcomes than making concessions

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