Data can point to the right answer, but negotiation determines whether it happens.

In this episode of Data Driven Leadership, Jess Carter sits down with Charlotte Westerhaus-Renfrow, Clinical Associate Professor of Business Law and Management at the Kelley School of Business at Indiana University. They discuss why negotiation is a core leadership skill that transforms the way you approach tough conversations.

Charlotte explains why effective leaders do not rely on one negotiation style. They prepare, assess the moment, and pivot when the strategy no longer serves the goal. This episode is especially relevant for leaders navigating complex tradeoffs, limited options, or tense conversations where outcomes and relationships both matter.

In this episode, you'll learn:

• How to recognize the negotiation style that works best for you

• Strategies for building and maintaining strong professional relationships

• The importance of mentorship in leadership development

Things to listen for:

(00:00) Introduction to the episode with Charlotte Westerhaus-Renfrow

(09:08) How to select a mentor

(11:52) Negotiation styles and strategies

(23:19) When you're overwhelmed, do this

(26:28) Know your alternatives in a negotiation

(28:24) Leveraging AI for better communication

(31:56) Building and maintaining professional relationships

Charlotte's LinkedIn: https://www.linkedin.com/in/charlottewesterhaus/

Self-assessment: https://hubs.ly/Q042Ty6d0