Faking Confidence Is a Trap — Here’s What to Do Instead - with Derrick (The Van Gogh of Negotiation) Chevalier (Part I)

Negotiate Anything

American Negotiation Institute

Education, Careers, Business

4.8 • 659 Ratings

🗓️ 24 April 2025

⏱️ 26 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

One mistake. One moment of faking expertise. And it cost him a deal with Stevie Wonder. Order NOW The Book: EVOLVE or Be Slaughtered: Negotiation For The 21st Century (Beyond Negotiating) by Derrick (The Van Gogh of Negotiation) Chevalier In this unforgettable episode, Kwame Christian sits down with Derrick Chevalier — bestselling author of Evolve or Be Slaughtered and executive VP at Harrison Chevalier — to unpack the painful but powerful story that changed his life. From a failed negotiation with Stevie Wonder to creating a framework that helps leaders master their craft, Derrick shares how true confidence is built through competence — not performance. What you'll learn: Why pretending to know something can ruin your credibility — permanently. The ICSEAR framework: a step-by-step model for mastering any skill, including negotiation. How to move beyond balance and embrace harmony in high-pressure conversations. Why great negotiators must learn to flow like jazz — and how to get there Connect with Derrick https://h-c.com/ Follow Derrick on LinkedIn If you’ve ever walked out of a meeting thinking, “I should’ve done better,” this episode will show you how to make sure that never happens again. Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Transcript

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0:00.0	The HP AIPC breaks language barriers instantly by translating up to 44 languages in real time,
0:08.0	powered by the Intel Core Ultra processor. With the right tools, work doesn't have to feel like work.
0:13.7	Learn more at HP.com slash AIPC.
0:21.3	From LinkedIn News, I'm Jesse Hempel, host of the Hello Monday podcast.
0:26.6	Start your week with the Hello Monday podcast.
0:29.6	We'll navigate career pivots.
0:31.5	We'll learn where happiness fits in.
0:33.4	Listen to Hello Monday with me, Jesse Hempel on the LinkedIn Podcast Network or wherever you get your podcasts.
0:41.4	Okay, imagine this situation.
0:43.3	You're in a room with Stevie Wonder, and he is about to buy thousands of dollars worth of audio equipment from you.
0:50.3	You think you've got the deal.
0:52.1	But what if, in trying to make the sale, you lose his trust in the process.
0:57.2	And it costs you not just the sale, but the chance of ever working with him again.
1:02.8	That is exactly what happened to today's guest.
1:05.4	But what he learned from that moment of failure became the foundation of an entirely new way to negotiate.
1:12.9	Today's guest is Derek Chevalier, executive VP of Harrison Chevalier, bestselling author of
1:19.1	Evolve or Be Slaughtered, and one of the most compelling thinkers I have ever met on what it
1:24.2	means to negotiate with mastery in the 21st century.
1:28.0	In the first part of our conversation, Derek takes us on a journey from studying law and
1:32.4	theater to training under the legendary Dr. Chester Carras to the painful moment that
1:37.4	changed everything, a failed negotiation with Stevie Wonder that forced him to redefine what
1:42.5	excellence really means.
	...

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