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Episode 34: Negotiating in a New Era - Mark Mirra
In today’s episode of Empathy at the Table, I sit down with Mark Mirra, CEO and founder of Aligned, a visionary leader on a mission to transform how we perceive and practice negotiation.
Mark’s philosophy is clear: the best negotiations are grounded in empathy, transparency, and genuine collaboration—not manipulation. With over a decade in negotiation training and consulting, Mark’s career path took him from a small sales role to founding a consultancy with an ambitious goal—to make negotiation an everyday skill for everyone.
Episode Highlights:
Redefining Negotiation and Conflict: Mark breaks down why negotiation isn’t just about “winning.” He introduces the concept of “creative friction”—a refreshing take on conflict that sees disagreement as an opportunity for growth rather than confrontation.
Sales vs. Negotiation: Using relatable examples, Mark explains why people often conflate sales with negotiation. He argues that real negotiation happens when we’re trying to align our interests with someone else’s, moving beyond simple transactions into something more meaningful.
Handling Manipulative Tactics: Addressing a major misconception, Mark acknowledges that some people do use manipulation in negotiation, but they’re missing out on a longer-term advantage. He shares how adopting an honest, empathetic approach builds stronger relationships and better results.
Mark’s Personal Journey and Vision for Aligned: From failed calculus to founding his own firm, Mark’s career has been a story of resilience and growth. Aligned’s vision? To become a global name in negotiation consultancy, even advising world leaders on how to build empathy into their negotiations.
Special Insights from Mark:
Clarity is Power: According to Mark, being clear about what you want is one of the most overlooked negotiation strategies. By expressing your needs openly, you’re more likely to get results and avoid misunderstandings.
Embrace the Right Kind of Conflict: Negotiation doesn’t exist without a little friction. Embracing “creative friction” allows you to turn potential conflicts into constructive, value-creating conversations.
Talent and Culture are Everything: Mark stresses that hiring the right talent, those who challenge and elevate the company’s vision, is crucial to Aligned’s future. In his own words, “You always win when you surround yourself with good people.”
Key Takeaway:
Negotiation isn’t just about getting to “yes”—it’s about creating a space where both parties feel heard, respected, and aligned. When we drop the “me vs. you” mentality and focus on mutual benefit, we’re no longer negotiating out of scarcity or power; we’re negotiating for shared success.
If you’re looking to sharpen your negotiation skills, better navigate everyday disagreements, or simply see negotiation as a force for positive change, don’t miss this episode.
Hit subscribe to stay up-to-date with more interviews and insights on how empathy can transform your approach to work, life, and every negotiation in between.
View all episodes
By Tony AnagorIn today’s episode of Empathy at the Table, I sit down with Mark Mirra, CEO and founder of Aligned, a visionary leader on a mission to transform how we perceive and practice negotiation.
Mark’s philosophy is clear: the best negotiations are grounded in empathy, transparency, and genuine collaboration—not manipulation. With over a decade in negotiation training and consulting, Mark’s career path took him from a small sales role to founding a consultancy with an ambitious goal—to make negotiation an everyday skill for everyone.
Episode Highlights:
Redefining Negotiation and Conflict: Mark breaks down why negotiation isn’t just about “winning.” He introduces the concept of “creative friction”—a refreshing take on conflict that sees disagreement as an opportunity for growth rather than confrontation.
Sales vs. Negotiation: Using relatable examples, Mark explains why people often conflate sales with negotiation. He argues that real negotiation happens when we’re trying to align our interests with someone else’s, moving beyond simple transactions into something more meaningful.
Handling Manipulative Tactics: Addressing a major misconception, Mark acknowledges that some people do use manipulation in negotiation, but they’re missing out on a longer-term advantage. He shares how adopting an honest, empathetic approach builds stronger relationships and better results.
Mark’s Personal Journey and Vision for Aligned: From failed calculus to founding his own firm, Mark’s career has been a story of resilience and growth. Aligned’s vision? To become a global name in negotiation consultancy, even advising world leaders on how to build empathy into their negotiations.
Special Insights from Mark:
Clarity is Power: According to Mark, being clear about what you want is one of the most overlooked negotiation strategies. By expressing your needs openly, you’re more likely to get results and avoid misunderstandings.
Embrace the Right Kind of Conflict: Negotiation doesn’t exist without a little friction. Embracing “creative friction” allows you to turn potential conflicts into constructive, value-creating conversations.
Talent and Culture are Everything: Mark stresses that hiring the right talent, those who challenge and elevate the company’s vision, is crucial to Aligned’s future. In his own words, “You always win when you surround yourself with good people.”
Key Takeaway:
Negotiation isn’t just about getting to “yes”—it’s about creating a space where both parties feel heard, respected, and aligned. When we drop the “me vs. you” mentality and focus on mutual benefit, we’re no longer negotiating out of scarcity or power; we’re negotiating for shared success.
If you’re looking to sharpen your negotiation skills, better navigate everyday disagreements, or simply see negotiation as a force for positive change, don’t miss this episode.
Hit subscribe to stay up-to-date with more interviews and insights on how empathy can transform your approach to work, life, and every negotiation in between.