Negotiation Made Simple

A practical walkthrough of hidden rules that shape deal outcomes. Short takes on pricing boldly, handling procurement pressure, and rescuing stalled talks. Tips for saying no without burning bridges and standing up to bullies professionally. Creative options for hiring when cash is tight and ways to get customers to pay faster.

Jacob Warwick, an executive negotiation advisor who coaches C-level leaders for Fortune 500 deals. He discusses value-based thinking over benchmarks. He explains building leverage long before offers arrive. He covers timing to make the company feel urgency. He outlines positioning, communication hacks, and contract red flags to watch for.

Need help with a negotiation? Text us and we'll feature your question on the show.What really determines who wins a negotiation?In this episode of Negotiation Made Simple, John Lowry sits down with veteran talent agent Blake McDaniel, who has spent decades negotiating deals for some of the biggest names in entertainment, including Alabama, Run-DMC, and many others. Through years of high-stakes dealmaking, Blake discovered that great negotiations aren’t just about persuasion or tactics—they’re about leverage.Blake shares the simple but powerful framework he learned early in his career called TICO: Time, Information, Communication, Confidence, and Options. These five elements determine who truly holds the advantage in any negotiation—from major entertainment contracts to everyday business decisions.Along the way, Blake offers behind-the-scenes stories from the music industry, lessons from mentors at Creative Artists Agency, and practical strategies for building leverage before a negotiation even begins. You’ll learn why patience can be your greatest asset, how silence can reveal critical information, and why having real options may be the most powerful negotiating tool of all.Whether you’re negotiating deals, leading teams, or simply trying to get better outcomes in everyday conversations, this episode provides a clear framework you can use immediately.Key Takeaway: If you want better deals, don’t focus only on tactics. Focus on building leverage.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Leaders confronting stalled goals, frozen deals, and stalled ideas hear concrete stories of common stuck points. The conversation digs into diagnosing momentum problems, mapping underlying interests, and shifting from positions to solutions. Practical tactics focus on connecting rather than convincing and reducing risk to unlock progress.

Need help with a negotiation? Text us and we'll feature your question on the show.In this episode, we sit down with a Producer of American Idol to unpack how one of the most successful shows in television history almost never happened and what that teaches us about high-stakes negotiation.From getting rejected by networks, to reworking the pitch, to stacking the right pieces at the right moment, this conversation reveals that great deals aren’t won through persuasion alone they’re won through preparation, timing, and strategic positioning.Drawing from decades of experience negotiating with talent, agents, networks, and global brands, a Producer of American Idol shares how to create leverage when you don’t have it, how to manage ego without burning relationships, and why timing matters more than brilliance. You’ll hear real stories from behind American Idol, Netflix, Disney, and beyond, along with practical lessons leaders can apply to any high-pressure deal.If you’ve ever had a great idea that stalled, a deal that fell apart, or a negotiation that felt out of your control, this episode will change how you approach the process. Because the biggest lesson is simple: the best negotiators win before the meeting ever starts.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.What do you do when the odds are stacked against you and losing feels inevitable?Most negotiators hit a point where deals dry up, leverage disappears, and confidence starts to slip. It’s in those moments that most people play defense… and slowly lose their edge.In this episode, we break down an unlikely source of negotiation wisdom: the coach who took one of college football’s most overlooked programs and turned it into a national champion fast. His turnaround wasn’t luck. It was a system.You’ll learn the five lessons elite negotiators use to win in difficult environments, including how to build confidence when you don’t feel it, how to stack the deck before talks begin, and why process matters more than power at the table. If you’ve been stuck in a tough market, a hard deal, or a losing streak, this episode is your reset button.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.In this episode of Negotiation Made Simple, we explore one of the most overlooked skills in negotiation and leadership: managing the negotiation happening inside your own head.Clinical psychologist and mindset coach Dr. Nick Wignall joins the conversation to unpack why anxiety, fear, and pressure show up so strongly in high-stakes negotiations — and why trying to eliminate those emotions often makes things worse. Together, we break down the difference between anxiety, stress, and worry, and explain how unexamined emotions can quietly drive bad decisions, unnecessary concessions, and missed opportunities Nick introduces a simple but powerful framework that helps leaders stay grounded and make clear decisions even when emotions are running high. We also discuss practical tools like “scheduled worry,” why high achievers are especially prone to anxiety, and how assertiveness rooted in values (not emotions) becomes a strategic advantage at the negotiating table If you’ve ever felt pressure push you toward a deal you knew wasn’t right — or found yourself trying to negotiate just to relieve discomfort — this episode will change how you think about leadership, negotiation, and emotional control.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.Is the goal of a negotiation to gain a "distinct unfair advantage"? In this episode, host John Lowry sits down with global insurance executive Barry Stowe to dismantle that Wall Street myth and reveal a more profitable path.Stowe, who led Prudential Corporation Asia through a season of unprecedented growth, shares the counter-intuitive strategies that helped him close deals across the globe—from India to Japan. You’ll hear why he warns against being the "ugly American" and how a simple mistake with a traffic signal in Vietnam taught him a profound lesson about leadership and perception.Tune in to discover:The Renegotiation Paradox: Why Stowe voluntarily offered to quadruple a partner's revenue mid-contract—and how that "generosity" secured 20% of his company’s regional profit.The 13-Hour Dinner: The extreme length Stowe went to—flying a CEO from London to Singapore just for one meal—to prove respect and save a deal with a family-owned bank.The "George Washington" Rule: Why the most brilliant move a leader can make is knowing exactly when to walk away.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.In this episode of Negotiation Made Simple, John sits down with Walker Thrash, commercial real estate deal maker and author of The Deal Maker’s Will. Through a mentor–mentee story, Walker distills years of experience into seven powerful rules that help negotiators simplify complexity, understand self-interest, use authority wisely, and keep deals moving forward.Walker shares how activity—not perfection—is the real engine behind learning, why “gifting ideas” transforms conversations, and how acknowledging someone else’s expertise can open the door to better outcomes. He also gives practical examples from high-stakes real estate deals, public–private partnerships, and the tough lessons learned from deals that fell apart.Whether you’re negotiating a major contract or just trying to get better at reading the room, this episode delivers clear insights that will help you think differently, prepare smarter, and walk into every negotiation with confidence.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn

Need help with a negotiation? Text us and we'll feature your question on the show.What separates good negotiators from great ones? In this episode of Negotiation Made Simple, Wharton professor Richard Shell, author of Bargaining for Advantage and one of the world’s foremost experts on negotiation, joins the show to share what he’s learned from decades of teaching Navy SEALs, CEOs, diplomats, and entrepreneurs how to win deals and build trust.You’ll learn how to turn agreements into lasting commitments, how to use relationships as real leverage, and how ethics, psychology, and preparation all play a role in shaping outcomes. Somewhere in this conversation, Shell reveals the one thing great negotiators do differently—a simple habit that consistently separates the amateurs from the masters.Get My Book: Negotiation Made SimpleSchedule a Live WorkshopSchedule a Private WorkshopGet Private Coaching from MeGain Access to My Online CourseFollow Me on LinkedIn