Hello, my friend, and welcome to another episode of Negotiate Anything. Thanks for spending time with us today.

It's listeners like you in 181 different countries that have made Negotiate Anything the most popular

negotiation and conflict resolution podcast in the world. I'm your host, Kwame Christian. I'm a business lawyer,

mediator, professor, and the

director of the American Negotiation Institute. Before we get started, I have two quick questions

for you. Is negotiation a critical part of what you do? Do you need to resolve conflict and persuade at work?

If you answered yes to both of those questions, visit our website to learn more about our negotiation

workshops. We've traveled

the country working with professionals just like you, and we'd love to have the opportunity

to work with you too. Check out the link in the description to learn more. Our guest today is Liz

Milan. Liz is the director of procurement at Discoverorg, a tech company in Portland that recently

acquired Zoom Info. She's also an adjunct professor of negotiation and persuasion at the University of Portland's

Graduate Business School.

Liz was introduced to me by Becky Saltman, who was a guest on the show last year.

In today's episode, Liz talks about how digital negotiations impact trust, perceptions,

and honesty, and what we can do to maximize

our performance in these types of conversations. I know you're going to get a lot out of this

one. So without further ado, let's jump into the interview. Liz, thanks for joining us today.

Oh, I'm very happy to be here. How are you? I'm doing well, thanks. I'm better now that this

podcast interview is happening. I'm excited to have you. Oh, yes, absolutely excited to be here.

Fantastic. So how about you get it started by telling us a little bit about yourself and what you do?

Sure. Well, again, my name is Liz Milan, and I am the director of procurement here at a company

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