Top Negotiation Expert: The Mistake Most Businesses Make About Pricing

About this episode

In this episode, Howie Chan interviews negotiation expert Fotini Iconomopoulos about common misconceptions in negotiation and pricing strategies.

In this episode of the Influence Anyone Podcast, host Howie Chan interviews Fotini Iconomopoulos, expert negotiator, bestselling author of Say Less, Get More, and trusted advisor to global leaders. They explore the truth about negotiation skills and why most people get them completely wrong. Fotini reframes negotiation as a daily human interaction, not just a boardroom tactic and introduces her powerful “Three C’s” framework to build instant trust and connection. You’ll learn why leading with price weakens your position, how power is built through information, not dominance, and why the popular “win-win” mindset can actually sabotage long-term success. Want to make influencing human behavior your company's superpower? Connect with me at howiechan.com/speaking and let's talk! Episode Breakdown: 00:00:00 The Power of Negotiation 00:04:51 Why “Win-Win” is Flawed Thinking 00:11:02 Understanding Bias 00:18:49 Never Lead With Price 00:30:01 Negotiation Shapes Society and Relationships 00:38:46 Common Traps for Business Owners 00:42:40 Negotiating Attention as a Speaker 00:49:37 Negotiating with Ourselves From Our Guest: Website LinkedIn Youtube Instagram Read Say Less, Get More by…

People in this episode

Host: Howie Chan

Guest: Fotini Iconomopoulos

Topics covered

• negotiation
• pricing strategy
• business mistakes
• trust building
• communication skills

Keywords

• negotiation
• pricing
• business strategy
• trust
• win-win mindset

Mentioned in this episode

Books & works: Say Less, Get More

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