How to Think Like a Negotiator: The Daily Routine That Rewires Your Mind

Negotiate Anything

American Negotiation Institute

Education, Business, Self-improvement

4.7 • 748 Ratings

🗓️ 1 December 2025

⏱️ 68 minutes

🔗️ Recording | iTunes | RSS

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Summary

Most people think negotiation is about strategy, scripts, or quick one-liners. But the truth is simple: you can’t negotiate with anyone until you learn to negotiate with yourself. In this rare, behind-the-scenes conversation, Kwame sits down with brand strategist Howie Chan to break down the daily mental routine he uses to build self-awareness, emotional control, and clearer decision-making. From metacognitive journaling to rewiring emotional triggers, Kwame shares the psychology that transformed his life — and has nothing to do with tactics at the table. Connect with Howie Chan www.howiechan.com Listen to the Influence Anyone Podcast

Transcript

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0:00.0	Today's episode is a little bit different because this time I'm not the one who's asking the
0:05.1	questions. What you're about to hear is a special crossover episode that originally aired on
0:09.9	the behaviorist podcast with my friend Howie Chand. He's a brand strategist and storyteller who
0:15.7	digs deeply into what drives human behavior. In this conversation, how he turns the mic on me, and we talk
0:22.6	about psychology, and we talk about the psychology behind negotiation, the role of humility in
0:28.6	leadership, and the lessons that come from slowing down long enough to understand yourself.
0:34.6	It's personal, it's real, and it's one of those conversations that reminded me why I
0:38.9	started doing this work in the first place. So sit back. This is the behaviorist podcast featuring
0:45.1	yours truly. Let's jump into it. Today's guest is one of the world's leading voices on
0:50.9	negotiation and difficult conversations. Kwame Christian, he is the founder and CEO of the American Negotiation Institute.
0:59.0	He is a best-selling author and the host of a top-ranked podcast, Negotiate Anything.
1:04.0	It's a show now with over 5 million download.
1:07.0	He's delivered a TEDx talk with over 400,000 views.
1:10.0	He's trained leadership teams at Fortune 500 companies, including Apple and NASA.
1:15.5	Are you ready to influence anyone?
1:18.0	When people do the trainings, they're shocked at how neuroscience heavy it is.
1:22.0	Because I want to think about what are the psychological barriers that can be in my way? How do I navigate around those?
1:29.3	What are the potential biases that I could utilize ethically in my favor?
1:33.3	This thing that I'm talking about right now is called the mere exposure effect.
1:36.3	Walk us through their framework, Kwame.
1:38.3	Walk us through the three-step.
1:40.3	So this is a mental model that I use, that it helps you to flow through the conversation so you know exactly what to say and when to say it.
	...

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