Podcasts about think like a negotiator

Host: Philip Brown, Founder of The Negotiation Club Guest: Luke Tomlinson, Procurement Professional “Conditioning language isn't just about setting expectations; it's about sculpting the deal.” Episode Overview: In this thought-provoking episode, host Philip Brown sits down with Luke Tomlinson, a seasoned Procurement Professional with a background in Sales. Luke's experience on both sides of the commercial fence provides a unique perspective on negotiation dynamics, making this episode particularly insightful for anyone eager to refine their negotiation skills. NEGOTIATION MICRO-MOMENTS The discussion centres on a “micro-moment” negotiation technique that listeners can practice and perfect: the concept of “Conditioning Language.” Luke explains how conditioning language plays a crucial role in setting the stage for successful negotiations by strategically shaping the expectations of the other party through the use of language, stories, and context right from the start. D.I.S.C. PROFILES? Luke, who identifies with a ‘Blue' personality type as defined by the DISC assessment (emphasising logic and thorough preparation), advocates for using conditioning language to create an atmosphere of trust and mutual growth. He underscores the importance of careful planning and positive framing to establish a productive negotiation environment. "FRAMING" IN NEGOTIATIONS A significant point Luke discusses is the importance of “framing” within negotiations. Often, the other party might perceive a situation as low value or even negative. However, by positively reframing the situation and effectively “selling” it to the other party, you can lay the groundwork for a successful negotiation. This ability to reframe a situation can turn a potentially challenging negotiation into an opportunity for collaboration and positive outcomes. AVOID ASSUMPTIONS Philip Brown also highlights a crucial insight—there's a common assumption that suppliers are always eager to sell, but as procurement professionals know, not all customers are treated the same. Larger customers might receive better discounts than smaller ones, even though it's the smaller customers who may need the break more. This underscores the importance of not assuming the intentions of the other party without first testing them. By using framing in your conditioning language, you can explore and understand the true motivations and intentions of the other side, leading to more effective negotiations. CONDITIONING LANGUAGE FOR DIFFERENT STYLES Additionally, Luke emphasises the need to consider the personality style of the other person in the negotiation. Whether they have a “Blue,” “Red,” “Yellow,” or “Green” personality type, understanding these styles can significantly influence how you frame and deliver your conditioning language. The key takeaway is the necessity of adapting your approach to the possible styles you might encounter. Misjudging the other person's style or failing to resonate with their perspective can derail the negotiation. Therefore, acute observation, active listening, and flexibility are essential to ensure your language aligns with the other party's style, allowing you to reassess and adjust as needed. NEGOTIATION CARD "Conditioning Language" This episode is not just about theory—it's about practice. Luke's insights on conditioning language, framing, and testing assumptions have inspired a new Negotiation Card, titled “Conditioning Language.” This card is designed to help practitioners actively practice and refine their use of these techniques in various negotiation scenarios, with a keen awareness of the different personality styles they may face. The message is clear: practice is crucial—listening to the podcast is just the beginning, but real progress comes from applying these techniques in your own negotiations. FOLLOW ... Never miss an episode and keep on learning! Tune in to this episode to learn how to master conditioning language, framing, and understanding the other party's intentions, and add these powerful tools to your negotiation toolkit. JOIN ... The Negotiation Club! We highly recommend anyone interested in building their negotiation skills to consider joining The Negotiation Club, starting their own club, or simply getting a deck of our Negotiation Cards to practice. Remember, there is no progress without practice, and having the right people around you can elevate you to lofty heights!

Living Fearlessly 2.0 Erin Ley is a World-Class Speaker, #1 Bestselling Author and Empowerment & Success Coach. She is Host of the streaming “Life On Track” summit and TV show, inspiring viewers worldwide about making the most of life's opportunities. For decades, audiences and clients across the globe have enjoyed her warmth and wisdom, inspired by her transformational power. She is the creator of the popular “Life On Track” coaching program. They call Erin “The Miracle Maker!” As a cancer thriver at age 25, happily unstuck single Mom of 3 at age 47, successful Entrepreneur at age 50, and serial manifester when it matters most, Erin has shown thousands upon thousands across the globe, how to become victorious by being focused, fearless, and excited about life and your future! Ms. Ley is the author of several books, including the popular #1 bestseller “WORKLUV: A Love Story”. Clients are empowered for life-change through her coaching, audio programs, educational videos, and live seminars. Erin says, “Celebrate life and you'll have a life worth celebrating!” To see more about Erin and the release of her 4th book, #1 Bestseller “WORKLUV: A Love Story”, along with her “Life On Track” Course & Coaching Programs, please visit https://erinley.com/ Jeria Arthur, aka "Ace" is the mother of two. Her daughter, Jayah, and son, Jayce, are the inspiration for and the characters in her children's book, “Girls Play Football Too,” The first in her book series. Through her Girls Play Football book series, Jeria aims to uplift, inspire and encourage little girls and young women to walk out their purpose and live their dreams. Ace's brand, Ace Athletics is housed at ACEquarters, a health and wellness complex. Although she doesn't look like a football player, Ace plays the game well. She is committed to being the best version of herself and inspires others to do the same. She believes that everyone has a purpose and encourages others to walk in that purpose, no matter what it is. Find yours and live it out… make a difference and encourage others to do the same! Jeria lives by the phrase, "There is no limit to what you can achieve." She says, "If you can see it in your mind, then you will hold it in your hand!" In 2021 Jeria took on the title of “firefighter!” She underwent rigorous training and now is a fully certified member of her local fire department. Keep striving to be your very best!  http://www.girlsplayfootball.org/ Email: Theaceathletics@gmail.com Instagram: @ace_wfla, @j_ace07, @ace_athletics1 Eldonna Lewis Fernandez is CEO of Dynamic Vision International Inc., and Baskets and Beads Kenya, Eldonna Lewis Fernandez showcases leadership, communication training and negotiation skills to corporate clients and small business owners internationally. Her business and fair trade verified organization are built on a 23-year career as a contract specialist in the United States Air Force, where she negotiated hundreds of millions of dollars' worth of domestic and international contracts – everything from pens and paper to office machines, automotive parts and aircraft maintenance. After retiring from the Air Force, Eldonna worked as a contracts administrator, negotiator and systems analyst for aerospace companies such as Raytheon, Parsons and L3Harris. She worked with Raytheon and the U.S. Navy on the F-18 Radar program, and with Sparta and Parsons on satellite launch programs for the Space and Missile Systems Center at Los Angeles Air Force Base and on the U.S. Navy Virginia and Columbia Submarine programs with L3Harris. She is one of 89 Accredited Speakers worldwide honored by Toastmasters International for outstanding platform and presentation skills. She animates every keynote, workshop and breakout session with experiential participation, games or simulations. “You remember it because you're experiencing the information rather than passively listening to it,” she says. Eldonna is the author of Think Like A Negotiator ~ 50 Ways to Create Win-Win Results by Understanding the Pitfalls to Avoid, and GoPINK Rules of Engagement: 5 Foundational Principles for Taking Control of the Handlebars of Your Life. She also co-authored Heart of a Military Woman, an award-winning anthology of stories by, for, and about military women and families. She is also published in 7 other books including Heart of a Woman in Business and Heart of a Toastmaster Video Version: https://youtu.be/BCPccYPWUaA Call in with a comment or Chat with Teresa during Live Show with Video Stream: Call 646-558-8656 ID: 8836953587 press #.  To Ask a Question press *9 to raise your hand. Or click YouTube icon to write a question Learn more about Teresa here: www.webebookspublishing.com http://authenticendeavorspublishing.com/

Eldonna Fernandez is a retired Air Force Veteran with 23 years of honorable military service. She is a contracts management, leadership and negotiation expert. Eldonna also works with women in a slum in Kitale, Kenya. She created Baskets and Beads to market their beautiful hand-crafted products. She is  author of Think Like A Negotiator and the GoPINK Rules of Engagement, co-author in eight books.                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                

IN THIS EPISODE YOU'LL DISCOVER: 1. Negotiation is an everyday thing 2. How to ask for exactly what you want and get it 3. How to get good at negotiationABOUT ELDONNAEldonna Lewis Fernandez is a retired Air Force veteran with 23 years of honorable military service. As a Contracts Specialist in the Air Force and Contracts Negotiator and Manager after retiring, Eldonna has negotiated hundreds of millions of dollars in contracts. She authored the book “Think Like A Negotiator: 50 Ways to Create Win Win Results by Understanding the Pitfalls to Avoid” and Co Authored the Award Winning “Heart of a Military Woman.” Today Eldonna is a Keynote Speaker and Experiential Trainer on Negotiation and Self Leadership. She also founded the Dynamic Vision Foundation non profit that helps women in Kenya eradicate poverty through the Baskets and Beads project. CONNECT WITH ELDONNAYou can connect with Eldonna at https://eldonnalewisfernandez.com and find out more about her Baskets and Beads project at https://basketsandbeadskenya.com

Eldonna is a retired Air Force veteran with 23 years of honorable military service.  She is a negotiation and contracts expert with over 30 years of leadership, contracts management and negotiation experience.  She has negotiated contracts from $1 to over $100 million both stateside and internationally.  She was deployed to the Middle East after 911 and has years of experience in foreign acquisition. She is a subject matter expert in the Contracting Career Field and has developed and taught courses on Contract Claims, Negotiation and other aspects of Contracting.  She was selected for an assignment to the White House Military Office in 2002.  She has 7 years of extensive experience working for defense contractors in the Aerospace Industry.  She holds a Top Secret security clearance and  has been a trusted agent of the U.S. Government for 30 years. Eldonna is the CEO of Dynamic Vision International Inc a training and consulting firm. She is an international award winning speaker and an award winning author. Her website is http://thinklikeanegotiator.com/

Visit www.EAInterviews.com/EldonnaLewisFernandez for episode specific show notes & www.EAInterviews.com for complete show notes of every podcast episode. On today's episode, we learn how to: Gain More Confidence in Your Business and Like By Learning How To Think Like A Negotiator with Airforce Veteran, Master Sargent, CEO, Author, Speaker, & 501(c)(3) Founder Eldonna Lewis Fernandez

As CEO of Dynamic Vision International Inc., Eldonna Lewis Fernandez dispenses leadership, negotiation and communication training to corporate clients and small business owners internationally. Her business is built on a 23-year career as a contract specialist in the Air Force, where she negotiated hundreds of millions of dollars’ worth of domestic and international contracts – everything from pens and paper to office machines, automotive parts, and aircraft maintenance. After retiring from the Air Force, Eldonna spent 10 years as a contracts administrator, negotiator and systems analyst for aerospace companies such as Raytheon, Sparta, and Parsons. She worked with Raytheon and the U.S. Navy on the F-18 Radar program, and with Sparta and Parsons on satellite launch programs for Space and Missile Systems Center at Los Angeles Air Force Base. Today, her corporate workshops and keynotes cover a variety of topics – everything from negotiating skills to leading effective meetings and becoming a self-leader, which she defines as “asking for what you want, and owning the power to stand up for yourself.” The award-winning speaker and author is one of 69 Toastmaster Accredited Speakers worldwide. She enlivens every keynote, workshop or breakout session with games or simulations. “You remember it because you’re experiencing the information rather than passively listening to it,” she says. Eldonna has written two books: Think Like A Negotiator ~ 50 Ways to Create Win-Win Results by Understanding the Pitfalls to Avoid and GoPINK Rules of Engagement: 5 Foundational Principles for Taking Control of the Handlebars of Your Life.  She also co-authored Heart of a Military Woman, a compilation of stories by, for, and about military women. TOP POINTS FROM THE EPISODE: 1. In order to give love you have to love yourself. 2. Think like a negotiator: Own your power. Speaking up when you need to, stand up for yourself! Ask for exactly what you want! Is it fair and reasonable? 3. Get in there and do it! You can’t be an expert my switching on a light. 4. Be prepared! You decide in advance what your bottom line is! Decide your walk away point! STAY CONNECTED:  www.EldonnaLewisFernandez.com , eldonna@thinklikeanegotiator.com, https://www.facebook.com/ThinkLikeANegotiator, @EldonnaF on twitter and Instagram Thank you again for joining us today please check out our webpage at www.riseupforyou.com for more podcast episodes, webinars, articles, free resources, and events to help you get to the next level in your life! You can also follow us on Twitter, Facebook, Instagram, Google+, and Youtube @riseupforyou If you know anybody that would benefit from this episode please share it with them and help spread the knowledge and motivation. Please support Rise Up For You by writing a review on iTunes. Your feedback will really help the success of our show and push us to continuously be better!  So don’t forget to show your support! SUBSCRIBE TODAY FOR WEEKLY EPISODES AT YOUR FINGERTIPS https://itunes.apple.com/us/podcast/rise-up-for-you/id1041139377?mt=2

Eldonna Lewis Fernandez has some fascinating stories to tell, illustrating what happens when you say YES to opportunities. As CEO of Dynamic Vision International Inc., Eldonna Lewis Fernandez dispenses leadership, negotiation and communication training to corporate clients and small business owners internationally. Her business is built on a 23-year career as a contract specialist in the Air Force, where she negotiated hundreds of millions of dollars’ worth of domestic and international contracts – everything from pens and paper to office machines, automotive parts and aircraft maintenance. After retiring from the Air Force, Eldonna spent 10 years as a contracts administrator, negotiator and systems analyst for aerospace companies such as Raytheon, Sparta and Parsons. She worked with Raytheon and the U.S. Navy on the F-18 Radar program, and with Sparta and Parsons on satellite launch programs for the Space and Missile Systems Center at Los Angeles Air Force Base. Today, her corporate workshops and keynotes cover a variety of topics – everything from negotiating skills to leading effective meetings and becoming a self-leader, which she defines as “asking for what you want, and owning the power to stand up for yourself.” The award-winning speaker and author is one of 69 Toastmaster Accredited Speakers worldwide. She enlivens every keynote, workshop or breakout session with games or simulations. “You remember it because you are experiencing the information rather than passively listening to it,” she says. Eldonna has written two books: Think Like A Negotiator, 50 Ways to Create Win Win Results by Understanding the Pitfalls to Avoid and GoPINK Rules of Engagement: 5 Foundational Principles for Taking Control of the Handlebars of Your Life. She also co-authored Heart of a Military Woman, a compilation of stories by, for and about military women. Among her many media credits, she has appeared on ABC, CBS, NBC, Fox Business, Fox News and CNN, and been published in The New York Times, The Washington Post, Forbes and The Huffington Post.

Join us today on Women Lead Radio, as Debra Simpson, your host of Speaking With Influence, interviews Eldonna Lewis Fernandez, CEO of Dynamic Vision International Inc. In August, Eldonna became the 68th speaker to receive the Toastmasters International Accredited Speaker designation. A designation held by less than .02 of the Toastmasters membership.  Eldonna is a retired Air Force veteran with 23 years of honorable military service.  She is a negotiation and contracts expert with over 30 years of leadership, contracts management, and negotiation experience.  She has negotiated contracts from $1 to over $100 million both stateside and internationally.   She is a subject matter expert in the Contracting Career Field and has developed and taught courses on Negotiation, Leadership, Business Relationship Management, Presentation Skills and Contract Claims. She has been a trusted agent of the U.S. Government for 30 years.  She has authored 2 books including Think Like A Negotiator: 50 ways to create win-win results by understanding the pitfalls to avoid, has co-authored the award-winning Heart of a Military Woman book and is a contributing author in 4 books including the Heart of a Toastmaster. Debra Simpson is your host of Speaking With Influence, a show designed to showcase successful women who use speaking to amplify their message, build their influence to bring more business through the doors. In her business, she works with authors and speakers on strategies to give their message as large an audience as possible. Tune in and learn how to speak your way to success!

Live witrh Fox news contributor Eldona Lewis Fernandez talking about the art of negotiation.

Eldonna Fernandez, an expert contract negotiator says, “Whether it's a multi-million-dollar deal or getting your kids to do their homework, it’s negotiation. Mastering those skills will make you better in business, at work, and in your personal life.” She is a retired Air Force veteran with 23 years of honorable military service. She is a negotiation and contracts expert with more than 30 years of leadership, contracts management and negotiation experience and has negotiated contracts from $1 million to over $100 million, both stateside and internationally.

Join us today on Women Leading the Way Radio as Michelle Bergquist, your host of Women Who Lead, interviews Eldonna Lewis Fernandez, CEO at Dynamic Vision International Inc., and author of “Think Like A Negotiator: 50 Ways to Create Win-Win Results by Understanding the Pitfalls to Avoid”. We'll discuss strategies to end your negotiations with positive results.  Eldonna shares some insights to her 50 tactics on building long-term relationships for future negotiations and how to proceed with your dialogue to show confidence! Eldonna is a retired Air Force veteran with 23 years of honorable military service.  She is a negotiation and contracts expert with over 30 years of leadership, contracts management and negotiation experience.  She is a subject matter expert in Contracts and Negotiation and has developed and taught courses on Contract Claims, Negotiation and other aspects of Contracting.   As the CEO and Co-Founder of Connected Women of Influence, Michelle Bergquist is a passionate advocate for women in business. At Connected Women of Influence, we believe that more women need to lead in business and everything we do is center-focused on designing platforms, programs, connections and collaborative opportunities for b2b women to prosper, succeed and lead the way in business today!

Eldonna has worked in the Air Force as a contract negotiator for 23 years. She has worked with contracts ranging over $100 million for the military. She now helps teach others how to be a great negotiator and has appeared on Fox Business to talk about the power of negotiation. She shares tips on the show today on how you can leverage your skills to be a better negotiator and get exactly what you want.    Key Takeaways: 2:50 – The first mistake in negotiations is lacking confidence. Go to yard sales to haggle and build that confidence.  5:20 – You can always walk away during a negotiation.   9:30 – You have to gain experience to be a good negotiator.  13:35 – People often don't ask because they're afraid of the 'no', but you just have to keep asking in order to get what you want.  17:00 – It's important to let go of any resentment or negative talk you might have. When you let go of the resentment, you can help yourself succeed.  19:00 – Make sure you have a positive set of friendships around you. You are the first 5 of your closet friends. 21:20 – You have to have fun. Remember to have a fun when you do this!      Mentioned In This Episode:   http://thinklikeanegotiator.com/

Think Like A Negotiator: 50 Ways to Create Win Win Results by Understanding the Pitfalls to Avoid                 by Eldonna Lewis Fernandez This on demand audio series is a part of the Executive Girlfriends Group Vignette Series. Chicke Fitzgerald interviews Eldonna Lewis Fernandez. The original live interview was 10/17/14. Eldonna is a retired Air Force veteran with 23 years of honorable military service.  She is a negotiation and contracts expert with over 30 years of leadership, contracts management and negotiation experience.  She has negotiated contracts from $1 to over $100 million both stateside and internationally.  She was deployed to the Middle East after 911 and has years of experience in foreign acquisition. She is a subject matter expert in the Contracting Career Field and has developed and taught courses on Contract Claims, Negotiation and other aspects of Contracting.  She was selected for an assignment to the White House Military Office in 2002.  She has 7 years of extensive experience working for defense contractors in the Aerospace Industry.  She holds a Top Secret security clearance and  has been a trusted agent of the U.S. Government for 30 years. Eldonna is the CEO of Dynamic Vision International Inc a training and consulting firm. She is an international award winning speaker and an award winning author. Her website is http://thinklikeanegotiator.com/ To order her book click HERE For more information about the Executive Girlfriends' Group see: http://www.executivegirlfriendsgroup.com    

Todays guest is a lady who has had a career that can be split into two clearly defined halves. The first half was based firmly in the military, as over 23 years she was employed by the air force as a negotiator and contracts expert. The air force used her to negotiate contracts from $1 to over $100 million both stateside and internationally. She was deployed to the Middle East after 911, has worked in the White House,  and even holds a Top Secret security clearance and  has been a trusted agent of the U.S. Government for 30 years. But upon leaving the military, our guest didn't just consider the skills that she had honed, to be only useful in her past life,but has taken those very same skills and brought them into the corporate world. She now specializes in training people how to think like a negotiator by creating win win results and understanding the pitfalls to avoid. Now if that isn't enough, she is also an international award winning speaker and an award winning author of two books "Think Like A Negotiator, 50 Ways to Create Win Win Results by Understanding the Pitfalls to Avoid" and "GoPINK Rules of Engagement 5 Foundational Principles for Taking Control of the Handlebars of Your Life."  So lets bring onto the show, to start joining up the dots of her life, the one and only, Harly Davidson riding, Eldonna Lewis Fernandez.  

If there was one thing you wanted to get really good at, what would it be? Maybe all you need is to shape your questions better and ask for what you want… to think like a negotiator, and Rock Your Life http://rockyourlife.tv/ Here to help you sharpen your skills, is featured guest, Eldonna Lewis Fernandez, […]

Tim Gillette is an Author, Speaker, Radio Show Host, and the creator of The Rock'n'Roll Keys to Business Success. Helping entrepreneurs stand out as leaders in their industry. Join us each week as we share an outside the box success story. Interesting people who took a different path and built success doing it. Listen in each week to gain inspirational ideas to stand out as a leader in your industry. Join us this week with Eldonna Lewis Fernandez Eldonna is author of the upcoming Think Like A Negotiator, 50 Ways to Create Win Win Results by Understanding the Pitfalls to Avoid. She is also author of the GoPINK Rules of Engagement 5 Foundational Principles for Taking Control of the Handlebars of Your Life.  She is co author of the award winning Heart of a Military Woman which is a compilation of stories by, for and about military women, and is also a contributing author in Heart of a Woman in Business, inspirational stories for women in business. Eldonna’s education includes an Associate of Science degree from the Community College of the Air Force in Contracts Management and an Associate and Bachelors of Science degree from Park University in Business Management.  She is a certified Level III in the Acquisition Professional Development Program in Contracts and certified in Neuro Linguistic Programming (NLP),  as well as a Certified Coach and Consultant.

My guest this week is the killer kickass negotiator Eldonna Lewis.  Eldonna is a retired Air Force veteran with 23 years of honorable military service.  She is a negotiation and contracts expert with over 30 years of leadership, contracts management and negotiation experience.  She has negotiated contracts from $1 to over $100 million both stateside and internationally.  On this show she'll share with us her KICKASS best tips for winning YOUR negotiations!!  www.thinklikeanegotiator.com www.pinkbikerchic.com  http://www.christopherrausch.com 

About Today's Guest The Sales Podcast Eldonna Lewis Fernandez 76 ( http://www.thesaleswhisperer.com/76 ) *Eldonna Lewis Fernandez* is the CEO of Dynamic Vision International, Inc. After a 23 year career in the Air Force as a contracting specialist - she “flew a desk” - negotiation and administration is her speciality. While in the Air Force she spent five years on the Honor Guard and started riding motorcycles across England and Europe for 4 years. After she retired from the Air Force she worked for a Defense Contractor for 4 years when she realized professional salespeople, sales managers, business owners and entrepreneurs need to understand how to negotiate. Hear the rest of her story on this episode of The Sales Podcast ( http://www.thesaleswhisperer.com/76 ). The Nitty Gritty * Did Mary-Kay while in the Air Force. Did photo albums on the side, too. Love Mary-Kay's work ethic and story and looks to her as a role model. * Began speaking for a non-profit in 2006 for women in crisis and her story resonated. * Understand that “everything really is negotiable.” * Find some way around whatever rule is holding you back. * It's like chess. It's a game. * The buyers are playing with you. They do this by not talking or ranting or relying on ruthless tactics or acting rude to get what they want. * Step back and analyze the situation and either match their tactics or kill them with kindness. * Recognize that the buyers are under pressure as well, too, but they won't reveal that to you. * The military wouldn't allow their buyers to go to lunch to prevent favoritism. She worked on building relationships to get good prices and get better treatment. * “Deflection By Rant” is one of her 50 principles in her book, " Think Like A Negotiator, 50 Ways to Create Win Win Results by Understanding the Pitfalls to Avoid ( http://amzn.to/1mevu0f )." * Be authentic as a salesperson and help the buyers to get close to them. Be reliable. “Know, like and trust.” * Buyers hate having to meet with the salesperson when they first come around so put them at ease. Let them know you're there to serve. * Eldonna grew up around addiction and that pain spread through her entire family. * Mother died at 12 of alcoholism. Her father died emotionally. Her setup was that women get abused and that's what you do. * Her dad moved from Texas to Florida and didn't leave a forwarding address. * She got her GED and saw an Air Force commercial and jumped in. * It saved her life professionally. * But personally, she was still a train wreck. Her parents fought physically so she created that chaos in her own life. She was beaten in domestic violence and was ashamed of it and paralyzed and traumatized and hid it. * Just 9 years ago she was engaged and he left her for someone else and he cut her out of the business they had started together and she saw the problem looking back at her. * So she started working on herself. * Worked with counselors and pastors and yoga and massage and attended conferences until she became. * Resentment... * is the poison we take that we think * It's like taking arsenic and hoping it kills the other person. * Get rid of resentment. * The power is in the work. * You can't flip a switch and become an expert. * The solution is you have to do the hard work. * “Drill My Skills” * Honor Guard - had to be perfect. * She marched next to the Color Guard commander so she learned to become the commander. * No PowerPoints in her 3-day “ Think Like a Negotiator ( http://thinklikeanegotiator.com ) ” training. * Experiential games like the Yard Sale Game, Pirate Game (rum runners), presentation skills are also part of the training, actually connect with people vs. “network in the hallways in passing.” * Negotiation does not have to be confrontational. * In America, we don't like confrontation. * Stop looking at your phone and connect. * The more connected you are the better your life and negotiation. * Women are not taught to ask for what they want. * Even asking seems confrontational. * Get comfortable with the discomfort. “Never accept the first offer.” * “Dare to suck. It's okay to screw up and be bad.” * You only learn when you DO IT. * Rejection is not personal. * Learn to get your language clear and get your “ask down.” * “Stop talking. Once you put the offer out there, shut up. He who speaks next loses.” * Get comfortable with the silence. * Master the art of forgiveness. * The inner game is so important, which is why Eldonna Lewis Fernandez blogs ( http://thinklikeanegotiator.com/blog/ ) about this so much. Links Mentioned * Get Eldonna Lewis Fernandez's books: * Think Like A Negotiator, 50 Ways to Create Win Win Results by Understanding the Pitfalls to Avoid ( http://amzn.to/1mevu0f ) * Heart of a Military Woman ( http://amzn.to/1naKCN7 ) * Go PINK: Rules of Engagement 5 Foundational Principles for Taking Control of the Handlebars of Your Life ( http://www.pinkbikerchic.com/products/ ) * Connect with Eldonna on Twitter ( https://twitter.com/EldonnaF ) * Check out her Pink Biker Chic ( http://www.pinkbikerchic.com/ ) page If you liked this episode, please let Eldonna Lewis Fernandez ( https://twitter.com/EldonnaF ) and me ( https://twitter.com/saleswhisperer ) know on Twitter. Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). * Episodes 41 to 50 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-41-50 ). * Episodes 51 to 60 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-51-60 ). 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