The “Just Do It” Lie No One Talks About

Negotiate Anything

American Negotiation Institute

Business, Self-improvement, Education

4.7 • 747 Ratings

🗓️ 18 April 2026

⏱️ 72 minutes

🔗️ Recording | iTunes | RSS

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Summary

What if the secret to winning any negotiation isn’t what you say—but what you notice about yourself in the moment? In this masterclass episode, we dive deep into the hidden power of curiosity—and how turning inward can completely transform the way you show up in high-stakes conversations. From unpacking the “mental baggage” we bring into every interaction to mastering subtle behavioral cues that influence outcomes, you’ll hear how top performers think, feel, and act under pressure. Featuring insights from a clinical psychologist and a former FBI behavioral expert, this episode blends psychology, negotiation strategy, and real-world storytelling to reveal: Why internal curiosity is your greatest negotiation advantage How past experiences silently shape your reactions (and sabotage results) The small, often overlooked behaviors that can make or break a deal Practical ways to stay present, composed, and effective—even in tense conversations The language shift that instantly lowers defenses and builds collaboration This isn’t theory—it’s a blueprint for becoming more self-aware, more persuasive, and ultimately, more effective in every conversation that matters. Your challenge: Get curious—about your thoughts, your emotions, or your behavior—today. It might just change everything. Because better negotiators don’t just understand others… they understand themselves first.

Transcript

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0:00.0	Welcome to this masterclass edition of Negotiate Anything. With over 1,700 episodes featuring some of the world's brightest minds, we've carefully curated a couple of powerful conversations for you.
0:11.7	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.
0:19.8	Our goal is to give you multiple perspectives so you can build their own unique ways. Our goal is to give you multiple perspectives
0:22.5	so you can build your own unique style. Success doesn't look the same for everyone, and in this
0:28.0	masterclass, you'll see exactly why. Let's dive in. This episode is brought to you by Granola, Shopify, and Fabric by Gerber Life.
0:39.7	If meetings are eating up your day and you want clean, structured notes without the stress,
0:43.8	try Granola AI totally free for three months at granola.aI slash Kwame.
0:48.3	Ready to turn your what-ifs into a real business?
0:50.5	Sign up for your $1 per month trial with Shopify at shopify.com slash Kwame.
0:55.3	And finally, for the parents listening, protect your family's financial future in just
0:59.5	minutes. Apply for term life insurance today at meetfabric.com slash Kwami.
1:04.4	Policies issued by Western Southern Life Insurance Company, not available in certain states,
1:08.2	prices subject to underwriting and health questions.
1:10.6	Laura, thanks for joining uswriting, and health questions.
1:12.4	Laura, thanks for joining us today.
1:17.8	Oh, my goodness. Thank you for having me. What a delight that I get to have another conversation with you.
1:23.3	Yes, I think we're actually just using these podcasts as excuses to chat at this point.
1:28.9	I mean, honestly, I'm okay with that. I have no shame in just calling out that I have built something purely on my desire to have interesting conversations. And so probably have you in some ways.
1:34.0	Exactly. Exactly. So how would we start off by telling the listeners a little bit about yourself and what you do?
1:39.8	Awesome. Well, I'm a licensed clinical psychologist. I've been in private practice for, you know,
1:46.8	I always say 10 years, but I forget that every year I should say an additional year.
1:51.6	So it's about 12 years at this point, but I've been working for 15. And, you know, I've really,
	...

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