ML43 – Authentic Negotiation Objectives Without Leverage with Corey Kupfer

Corey Kupfer is an expert strategist, dealmaker and business consultant with more than 30 years of professional negotiating experience as a successful entrepreneur, and attorney. Appearing in The Wall Street Journal, The New York Times, and Investment News. Some of his higher-profile clients include bestselling business author David Bach (that Finish Rich guy with 9 consecutive NY Times bestsellers) and Ajay Gupta, financial advisor to Tony Robbins.
Corey is the founder and president of Authentic Enterprises, LLC and the Authentic Business Academy, dedicated to inspiring authenticity in business through speaking, training and consulting
His new book, “Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them draws on his over 3 decades of experience.

Corey Kupfer

Episode Summary: Authentic Negotiation Objectives Without Leverage with Corey Kupfer

  • Negotiation: the opportunity for two or more people to get together and figure out if their objective meet
  • Negotiation isn’t tactics and counter tactics (game playing)
  • Winning at all costs is less effective
  • Negotiation is only the start of the relationship
  • Business is a small world. Tough negotiators may get a few deals done, but then no one wants to do business with them anymore
  • LinkedIn experiment- how many connections do you have for any given company?
  • Everybody negotiated every single day
  • Surveys show most people desire to be better negotiators. The problem is most of the training out there is flawed (some send you down the wrong path completely)
  • CDE
    • Clarity
      • Know what works and what doesn’t
      • Clearly defined objectives
      • What are you willing to give up?
      • True bottom line- not a penny less
      • Clarity on long term reputation
    • Detachment
      • Be detached from the outcome
      • This is different from a “preference”
      • If we meet objective we do the deal, if not we don’t
      • It is ok to walk away, if you are authentically negotiating
        • Not ego, anger or upset
      • What is the background or reason behind our desire to win or be successful? (driven v competitive)

Corey Kupfer

  • Equilibrium
    • Do you get thrown off in the middle of the negotiation?
    • You don’t let circumstances control you
    • CPR- Context, purpose and results to get re-centered
  • Never the goal of a negotiation to “win”, rather reach your objective
  • Operate on the creative, not the competitive plane
  • There is never a situation where a person has no leverage (you may have very little)
    • Getting to the table is some leverage
    • CDE gives you better negotiating leverage
  • Authenticity is aligning with your inner truth
    • It is not transparency
  • Fundamental human values
    • Better life
    • Opportunity for our children
    • Educate our kids
  • Do the tough internal work- our own personal growth

Listen to the Audio

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Learning From Leaders: 

Current Book: The Birth of a Brand by Brian Smith

Best Movie Ever: The Shawshank Redemption

Leadership Superpower: Authenticity 

Motivational Mantra:

Best Book Ever: The Science of Getting Rich by Wallace D. Wattles

Additional Items Mentioned

Free Authentic Negotiation Assessment

Public Domain: The Science of Getting Rich by Wallace D. Wattles

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Podcaster | Speaker | Leadership Mentor

Jake Carlson is a popular speaker, accountability partner, and host of the Modern Leadership podcast. Jake built his business while traveling with his family around the world. Follow him on Facebook, Twitter, Instagram or LinkedIn. Read more about him here.