Confidence Classic: Master Negotiation to Get What You Deserve with Chris Voss, Alex Carter & Molly Fletcher

In this empowering episode of 'Creating Confidence,' Heather Monahan dives deep into the art of negotiation with three expert guests: Chris Voss, Alex Carter, and Molly Fletcher. The conversation dismantles the myth that negotiation is a high-stakes battle, reframing it instead as a relational, empathetic conversation rooted in understanding and connection. Chris Voss shares his groundbreaking 'tactical empathy' framework—using strategic listening, the power of 'tell me,' and the transformative impact of pausing to create breakthroughs, even with terrorists. Alex Carter reveals how leveraging past successes and reframing questions can unlock confidence, while Molly Fletcher emphasizes the strategic use of 'no' over 'yes' to build trust and uncover real objections. The episode underscores that negotiation begins not in the boardroom, but in the mirror—by mastering self-negotiation and building confidence through action. Practical tools like the 'e-walk' preparation model, avoiding the word 'why,' and using a soothing 'late night FM DJ' tone are highlighted as game-changers for personal and professional growth. Key takeaways include: (1) Confidence is built through action, not just mindset—start by asking yourself, 'How have I handled this successfully in the past?' (2) Replace 'why' with 'what' to reduce defensiveness and open dialogue. (3) Use 'no' strategically to invite honesty and accelerate progress. (4) The power of silence—pausing after your ask signals confidence and authority. (5) Deactivate objections by naming them upfront, a neuroscience-backed tactic to disarm resistance. (6) Lead with empathy, not sympathy—tactical empathy is about understanding, not agreeing. (7) Your biggest negotiation is with yourself; strengthen that relationship first. The episode concludes with a powerful message: negotiation is not about winning—it’s about creating mutual value through connection, respect, and preparation.