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Negotiate Anything

The One Thing to Do Before Signing Any Contract — Most People Skip It

Negotiate Anything

American Negotiation Institute

Business, Education, Self-improvement

4.7748 Ratings

🗓️ 9 May 2025

⏱️ 27 minutes

🧾️ Download transcript

Summary

Contracts don’t secure deals — trust does. In this episode, Courtney Kelly reveals the hidden truth behind successful negotiations in high-stakes construction: building strong relationships before a single document is signed. As a pioneering project manager in a male-dominated industry, Courtney shares how proactive trust-building, emotional intelligence, and strategic communication transform conflict into collaboration. Whether you’re managing multi-million dollar projects or everyday deals, this conversation will change how you negotiate — and how people respond to you. Connect with Courtney Kelly ⁠Follow Courtney Lynn Kelly on LinkedIn⁠ ⁠Courtney Kelly Books website⁠ ⁠McCarthy Building Companies Inc. LinkedIn page⁠ ⁠Mc Carthy website Contact ANI ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Request A Customized Workshop For Your Company⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Kwame Christian on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠negotiateanything.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠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

Hey, I'm Kwame Christian and you are about to step into the world of Negotiate Anything,

0:06.2

the number one negotiation podcast in the world where we teach you how to make difficult conversations easier while getting more of what you want in the process.

0:14.7

Each episode is packed with practical tips and strategies from the experts.

0:19.5

We delve into negotiation, conflict resolution,

0:22.7

and leadership skills that are crucial in both business and in life. Whether you're closing a deal,

0:28.3

managing a team, or navigating personal relationships, negotiate anything provides you with the tools

0:33.9

you need to succeed. Our conversations are real, relatable, and most importantly, rooted

0:39.8

in practicality. So if you're ready to transform your conversations and elevate your negotiation skills,

0:46.2

join me on Negotiate Anything. Subscribe and listen on Apple Podcasts, Spotify, or wherever you love to

0:52.7

listen. Let's make every conversation a winning negotiation.

0:59.0

Courtney, thanks for joining us today. Thank you for having me. Yeah, it's our pleasure. So how

1:04.2

would you get us started by telling us a little bit about yourself and what you do? All right. My name is

1:08.6

Courtney Kelly. I have two first names. So some people call me Kelly.

1:11.6

Completely okay if you do. I was born in New Orleans, Louisiana, and I currently reside in Dallas,

1:16.9

Texas. So when I was about 16, Hurricane Katrina hit, and I decided to become a civil engineer,

1:23.2

which ultimately led me to studying civil engineering at SMU. And I have a degree in civil engineering in math and undergrad,

1:30.3

a master's degree in civil engineering,

1:32.3

and I recently finished my MBA from Lamar University down in Beaumont, Texas.

1:37.3

So that's a bit about my education. What do I do now?

1:41.3

A couple of things.

1:42.3

First thing is I am a construction project manager.

1:45.0

So I've been working on what's deemed heavy civil construction projects for the past 10 years.

...

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