What Choreographers Know About Influence That Negotiators Don't

Need help with a negotiation? Text us and we'll feature your question on the show.In this episode, we hear from Tanner Gardner, Athletic Director at Pepperdine University, to explore how values, preparation, and relationships shape successful negotiations. Drawing on his experience in college athletics and management consulting, Tanner shares practical lessons on building trust, navigating competing interests, making difficult decisions, and knowing when to change your mind. 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 Chris Harris, known as “The Warrior Maker,” to explore how to perform effectively when the pressure is high. Drawing from decades of experience training elite military operators and later applying those lessons in high-stakes B2B sales, Chris shares practical ways to stay calm, think clearly, and maintain control during difficult negotiations.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.Getting what you want in a negotiation isn’t just about saying the right words. It’s about the beliefs, energy, and presence you bring into the conversation.In this episode of Negotiation Made Simple, John Lowry sits down with former trial attorney, mediator, author, and communication expert Heather Hansen to explore what makes people truly persuasive, especially when the stakes are high.Drawing on more than 20 years in the courtroom, Heather explains why your “vibe” can influence a conversation before your argument ever does. She shares practical strategies for managing difficult conversations, staying composed under pressure, understanding the other person’s perspective, and building the credibility and trust necessary to influence an outcome.You’ll learn how to reframe the beliefs you bring into a negotiation, use stories and evidence to persuade, recognize your fight-flight-freeze-fawn response, and replace an adversarial mindset with curiosity.Because getting what you want isn’t always about defeating the other side. Sometimes the most effective negotiators are the ones who listen better, understand more, and create a path where everyone can win.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 if the same principles that create unforgettable live performances are also the key to becoming a better negotiator? In this episode, world-renowned creative director Ryan Maag shares how understanding your audience, designing moments intentionally, and leading with purpose can transform the way you influence others.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 can a three-time Super Bowl champion teach us about negotiation?In this episode, NFL legend Stephen Gostkowski shares lessons learned from nearly 15 seasons with the Patriots dynasty alongside Tom Brady and Bill Belichick. From performing under immense pressure to negotiating contracts, knowing your worth, and staying focused when everything is on the line, Gostkowski reveals the mindset that helped him become one of the most successful kickers in NFL history. Whether you're closing a deal, leading a team, or facing a high-stakes decision, this conversation offers practical insights on confidence, preparation, leverage, and why pressure should be viewed as a privilege.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.Most people think negotiation is about tactics, pressure, or getting the last word. It’s not.In this episode, we unpack the hidden rules that actually determine who wins deals and who quietly leaves value on the table. From pricing with confidence and handling procurement pressure to navigating tough conversations, stalled deals, and difficult personalities, this is a practical guide for founders and leaders who negotiate every day, whether they realize it or not.If you’re building a business, leading a team, or making high-stakes decisions, this conversation will change how you think about negotiation—and how you show up in it.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.Most people think negotiation starts when the offer hits the table. In reality, it starts long before that and the highest performers understand how to build leverage, shape perception, and position their value well ahead of the final conversation.In this episode, John sits down with executive negotiation advisor Jacob Warwick, who has helped senior leaders negotiate compensation packages against some of the largest companies in the world. Drawing from years of experience working with Fortune 500 and C-level executives, Jacob breaks down what actually drives successful negotiations and why so many talented professionals leave money (and opportunity) on the table.They explore how to move beyond salary benchmarks and focus on value creation, why negotiating for yourself is fundamentally different than negotiating for a company, and how timing, positioning, and communication can dramatically shift outcomes. Jacob also shares practical strategies you can apply immediately, from handling early compensation questions to creating leverage, slowing down the process, and navigating high-stakes conversations with confidence.Whether you’re negotiating your first offer or a senior executive contract, this conversation will challenge how you think about negotiation and give you a clearer path to getting what you’re truly worth.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 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

Need help with a negotiation? Text us and we'll feature your question on the show.When goals stall, deals freeze, and ideas go nowhere, most people push harder and get more stuck. In this episode, John Lowry shares a simple framework for getting unstuck by shifting from positions to interests, from convincing to connecting, and from pressure to progress. This is a must listen for leaders who want momentum in 2026.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, 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