Most people don’t think of themselves as negotiators, but the truth is that we negotiate all the time. Whether you’re navigating salary talks, agreeing on deadlines with your team, or trying to convince a toddler to leave Target without a meltdown, the tools of bargaining and negotiation are at work.
In this episode, Cindi Baldi talks with negotiation expert Jen Burris about mistakes people make when bargaining and how to prevent them. Through stories of salary negotiations, car deals, and high-stakes bargaining, they explore what it means to negotiate with confidence and purpose. Along the way, they unpack why negotiation can feel especially uncomfortable for women and how better preparation and mindset changes can fuel success.
You’ll learn why doing your homework matters, how to avoid common traps like overreaching or settling too fast, and why sometimes the best deal is walking away. Whether you’re looking to boost your existing bargaining skills or in need of a negotiation refresh, this episode can help you approach your next deal with more confidence, better preparation, and less fear.
Episode Highlights:
- Why negotiation is a skill everyone needs
- What thoughtful preparation looks like
- When vulnerability can sometimes strengthen your position
- How identity and experience influence negotiation behavior
- What to watch out for when a negotiation is underway
- Why no deal is sometimes the best deal
About Jen Burris:
Dr. Jen Burris is the Department Head and Associate Professor at Southeastern Louisiana University. She specializes in teaching courses on negotiations and leadership development. Jen holds a PhD in management from Louisiana State University. Her dissertation was titled Reevaluating the “magic spell:” Examining empowerment, stress, and workplace outcomes.
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Want to Go Deeper? Check Out Our Recommended Reading:
- Brady, G. L., Inesi, M. E.., & Mussweiler, T. (2021). The Power of Lost Alternatives in Negotiations. Organizational Behavior and Human Decision Processes.
- Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In (2nd ed.). Boston, MA: Houghton Mifflin.
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