How Building Relationships Eases Negotiations With Courtney Kelly

Negotiate Anything

American Negotiation Institute

Business, Education, Self-improvement

4.7 • 748 Ratings

🗓️ 19 December 2022

⏱️ 27 minutes

🔗️ Recording | iTunes | RSS

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Summary

Request A Customized Workshop For Your Company In this episode, Courtney Kelly, MBA, PE, Construction Project Manager, and author, discusses how to have difficult conversations in the construction industry being a woman of color. You'll learn how to: 1. Understand their perspective first to pivot them to yours. 2. Building friendships/ relationships is a pre-requisite with stakeholders for ease of contract sign-up. 3. How to look through their lens to influence their decision to work together towards a common goal. 4. Understand what motivates their decision making. 5. Learn to read people, clues to look for. We discuss: 1. Negotiating salary as a black woman in a white male dominated field. 2. Self promotion and showcasing your value. 3. How to leverage your network for greater value. Follow Courtney Lynn Kelly on LinkedIn Courtney Kelly Books website McCarthy Building Companies Inc. LinkedIn page Mc Carthy website 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! Kwame Christian with Courtney Kelly.

Transcript

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0:00.0	Hello, my friends, and welcome to another exciting episode of Negotiate Anything.
0:07.1	This show is produced by the American Negotiation Institute, and with over 5 million downloads
0:12.0	and listeners in over 180 countries, listeners just like you have made this the number one
0:17.4	negotiation podcast in the world. Hi, my name is Kwame Christian and I am the founder
0:23.0	and CEO of the American Negotiation Institute. Here at A&I, we believe that the best things in
0:28.5	life are on the other side of difficult conversations and we are passionate about providing
0:33.1	you with the best content that will help you to make your difficult conversations easier,
0:38.1	both at work and at home. Lastly, I want to remind you that we offer consulting and conduct
0:43.3	trainings, both virtually and in person, all around the world. Our focus is in three main areas.
0:49.5	First, negotiation and conflict resolution. Second, leadership. and lastly, diversity, equity, and inclusion.
0:55.6	Check the link in the description below to learn more about how we could work with you and your team.
1:00.1	And now, without further ado, let's jump into the interview.
1:08.8	Courtney, thanks for joining us today.
1:14.1	Thank you for having me. Yeah, it's our pleasure. So how would you get us started by telling us a little bit about yourself and what you do? All right. My name is
1:18.4	Courtney Kelly. I have two first names. So some people call me Kelly. Completely okay if you do.
1:23.2	I was born in New Orleans, Louisiana, and I currently reside in Dallas, Texas.
1:32.7	So when I was about 16, Hurricane Katrina hit, and I decided to become a civil engineer,
1:36.5	which ultimately led me to studying civil engineering at SMU.
1:41.6	And I have a degree in civil engineering in math and undergrad, a master's degree in civil engineering, and I recently finished my MBA from Lamar University down in Beaumont, Texas.
1:47.6	So that's a bit about my education.
1:49.6	What do I do now?
1:51.2	A couple of things.
	...

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