Negotiate Anything Win IMPOSSIBLE Negotiations WITHOUT Forcing the Outcome
Jan 20, 2026
In this engaging discussion, Farah Harris, a well-being consultant and author, sheds light on the intricacies of emotional intelligence in negotiations. She shares how emotional narratives shape our responses and emphasizes the importance of self-awareness. Courtney Kelly, a civil engineer, discusses proactive trust-building and navigating conflicts in construction, highlighting her experiences as a Black woman in a male-dominated field. Finally, Tony introduces seven principles of emotionally intelligent negotiation, aiming to transform challenging conversations into collaborative solutions.
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Pacing Protects Decision-Making Power
- Emotional hijack drains the prefrontal cortex and shortens negotiation stamina, harming late-stage decisions.
- Kwame Christian and Farah link pacing and pauses to preserving rational decision-making in long talks.
Pause To Disarm Emotional Pressure
- Use controlled pauses and deep breaths to show composure and deny emotional pressure to manipulators.
- Signal calm to influence the other party's behavior and avoid making bad immediate decisions.
Invest In Relationships Before Projects Start
- Courtney Kelly builds deep pre-project relationships to create trust before conflicts arise.
- That trust makes later problems feel like manageable hiccups instead of crises.
