Think Like a Negotiator

“Never forget the power of silence, that massively disconcerting space which goes on and on and may last induce an opponent to babble and backtrack.” ~ Lance Morrow

Everything is negotiable! Period. So says Eldonna Lewis Fernandez, my guest on this week’s Awakening to Awareness radio show. And she has the knowledge and experience to back up her statement.

            Eldonna Lewis Fernandez

Eldonna Lewis Fernandez

Eldonna is a retired Air Force veteran with 23 years of honorable military service.  She is a negotiation and contracts expert with over 30 years of leadership, contracts management and negotiation experience.  She has negotiated contracts from $1 to over $100 million both stateside and internationally.  She was deployed to the Middle East after 911 and has years of experience in foreign acquisition.

She is a subject matter expert in the Contracting Career Field and has developed and taught courses on Contract Claims, Negotiation and other aspects of Contracting. She has seven years of extensive experience working for defense contractors in the Aerospace Industry. She also holds a Top Secret security clearance and has been a trusted agent of the U.S. Government for 30 years.

I have seen Eldonna train negotiation strategy and techniques in an experiential setting. I have heard her speak in front of 400+ people. I would not want to be across the negotiating table from Eldonna. 🙂 From these vantages (plus others), I invited her on to the show because she is a trove of negotiation-specific information and skills.

In one short hour, Eldonna shared insights into:

  • How negotiation is both an art and a science
  • The critical importance of being prepared entering any negotiation
  • Why one needs to “stop talking!” and use silence as a negotiation technique
  • “Owning your power” and having others be captivated by your confidence
  • Asking for exactly what you want
  • The value in building relationships
  • Role playing and her experiential approach to learning negotiating skills
  • The desired goal/outcome: win-win results
  • Placing integrity first in any negotiation
  • Possessing attitude which drives confidence
  • Influencing skills
  • And much more

I asked Eldonna to share two key takeaways for the listening audience and she offered:

  1. Get it in writing!
  2. Read before signing anything and be absolutely clear on the terms and conditions.

You can listen to the podcast (here). If you’d like to learn more about Eldonna, her new book, Think Like A Negotiator: 50 Ways to Create Win-Win Results by Understanding the Pitfalls to Avoid, or her training programs, her web site is linked here.

6 thoughts on “Think Like a Negotiator

    • Tom, thanks! You kept a streak alive. I have not had a post go without a comment since June 5, 2013. I thought this post was going to yield a goose egg. 🙂 And of course that really doesn’t matter to me. It was intended to be an educating/informative post, not one with any deeper, thought-provoking message. Still, it is always good to have you stop by and in doing so, infer that you are alive and well!

  1. A most useful read, thank you. I’m not a baby boomer, but the advice still applies. Build relationships, and ask for exactely what you want — not always easy, but so very important.

    • Thank you, Silvia. And you need not be a boomer to read and hopefully glean some useful/interesting perspectives here. 🙂 And if it were easy, everyone would be doing it, right? Appreciate your acknowledging the post.

  2. Hi many of the points that you are making are very relevant. I did a course on negotiation and I find that we negotiate things all the time whether its getting a higher pay at work or to get people to come to one’s social gathering. Its good that you are taking the time to share the points learned here. Thank you.

    • lonelygirl, I humbly apologize for very belatedly acknowledging your kind comment. I had an unexpected hiatus from blogging betweem March 15th, not returning until May 21st. I am only now catching up with thoughtful comments that have been shared on older posts. Thank you for creating time to stop by and add to this thread. Your feedback is much appreciated. 🙂

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