323: How to Negotiate Success in Your Work, Relationships and Career with Scott Tillema

323: How to Negotiate Success in Your Work, Relationships and Career with Scott Tillema

From Finding Brave by Kathy Caprino

February 5, 2026 · 48 min · Episode 323

About this episode

Scott Tillema discusses the psychology of negotiation and the importance of human connection in leadership.

Our inspiring podcast guest today , Scott Tillema , is an award-winning keynote speaker and negotiation expert who helps leaders navigate difficult conversations with confidence, influence, and trust. Drawing on more than 20 years in law enforcement, including his work as an FBI-trained hostage negotiator and a business negotiator trained through the Harvard University Program on Negotiation, Scott brings rare, real-world insight into what it takes to lead effectively in high-stakes moments. His work focuses on showing leaders how to connect first, influence second, and create outcomes that move people and businesses forward. In this episode, Scott unpacks the psychology behind negotiation and human connection through four key factors: understanding, timing, delivery, and respect. He shares how his early life, career in law enforcement, and deep study of human behavior shaped his approach, why judgment blocks connection, and how problem-solving can sometimes stand in the way of true empathy. We also explore what bad leadership can teach us, why influence is a learnable skill, and why we should never forget that connection is at the very heart of influence. Join us for an…

People in this episode

Host: Kathy Caprino

Guest: Scott Tillema

Topics covered

  • negotiation
  • leadership
  • human connection
  • influence
  • psychology

Keywords

  • negotiation
  • leadership
  • influence
  • human behavior
  • empathy
  • communication

Mentioned in this episode

Organizations: Harvard University, FBI

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