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Negotiate Anything

CEO EXPLAINS: Working Habits Keeping You Undervalued

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7748 Ratings

🗓️ 6 January 2026

⏱️ 70 minutes

🧾️ Download transcript

Summary

Stop waiting for your hard work to speak for itself — the silence may be exactly why you're being undervalued. In this masterclass edition of Negotiate Anything, elite voices come together to help you stop "negotiating down on yourself" before you ever reach the table. In this episode, you'll learn: The Power of Self-Advocacy: Heather Spillsbury, COO of 50/50 Women on Boards, reveals why even high-performing leaders underestimate their value — and how a "high-impact soundbite" can instantly elevate your presence to boardroom-ready. The "Mercenary" Mindset: Jasani Courtney, VP of Human Resources, reframes your career as a business transaction — where you intentionally sell your skills to the highest-value opportunity. Why Negotiation Isn't Risky: Discover why it makes zero sense for companies to pull offers simply because you negotiated. The Holistic Offer: Learn how to evaluate total compensation beyond salary — time off, benefits, retirement, and bonuses — so your job supports your life, not the other way around. Pre-Negotiation Marketing: Understand why negotiation starts long before the table, through consistent, authentic visibility of your value. Whether you're pursuing a promotion or a seat in the boardroom, this episode delivers the mindset shifts and practical strategies needed to advocate confidently and secure the compensation you deserve.

Transcript

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0:00.0

This episode is sponsored by Spotify. Sign up for your $1 per month trial and start selling today at Shopify.com slash Kwame. Go to Shopify.com slash Kwame. That's Shopify.com slash Kwame. Here you're first, this new year with Shopify by your side.

0:21.1

Welcome to this negotiation masterclass edition of Negotiate Anything.

0:25.1

With over 1,600 episodes featuring some of the world's brightest minds, we've carefully

0:30.0

curated three powerful conversations for you.

0:33.2

What makes this so special is that you'll hear how different experts from different industries approach the same challenge in their own unique ways.

0:41.4

Our goal is to give you multiple perspectives so you can build your own unique style.

0:46.4

Success doesn't look the same for everyone.

0:48.4

And in this masterclass, you will see exactly why.

0:51.6

Let's dive in.

0:53.4

Heather, thanks for joining us today. Hi, Palmy. Thanks so much for having me.

0:58.3

Yeah, it is my pleasure. And thank you for having such a great conversation with me before that we

1:03.0

can make an organic intro. This is great. Yeah. How would you get us started by telling us a little

1:09.0

bit about yourself and what you do? Sure.

1:11.4

My name's Heather Spilsbury.

1:12.8

I am the chief operating officer at 50-50 women on boards.

1:16.8

50-50 women on boards is a nonprofit organization that's committed to advancing women to corporate boardrooms.

1:23.3

And we do that through a number of different pillars, but it really resides in four different

1:27.7

areas, which is research, education, advocacy, and collaboration with key stakeholders.

1:33.3

This is great, Heather, and the work that you and your team do every day, it's so important.

1:38.4

So I just want to start off with appreciation there.

1:41.0

And I also want to make sure I give you a shout out with your 50 Women to Watch program

1:46.0

that's coming out too. Can you tell us more about that? What we wanted to do was curate a list of

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