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The Psychology of Negotiation: Closing with Strategy, Not Emotion
Episode Summary:
In this episode, Attorney Richard Corey dives into the psychology behind powerful negotiation. He breaks down how strategy, timing, and emotional control can transform any business deal. From using leverage wisely to managing emotions under pressure, Richard explains how understanding people—not just contracts—can make or break a negotiation.
Key Timestamps:
00:00 – Attorney Richard Corey shares why psychology and strategy are at the heart of every successful negotiation.
01:30 – Why great negotiators focus on leverage instead of aggression.
03:45 – How Richard organizes deal points into deal breakers, important terms, and wish lists.
05:20 – How understanding personalities and reactions can shift the outcome.
07:10 – Why reasoning beats reaction in high-stakes negotiations.
09:00 – How preparation, calmness, and clarity define Richard’s negotiation style.
10:30 – Why saying less often leads to better outcomes.
12:00 – How small businesses can build leverage even with limited resources.
14:00 – Techniques for managing delays and recognizing when to hold back.
16:30 – Why fair, transparent contracts are key to long-term partnerships.
19:00 – Richard’s final advice: think big, prepare deeply, and replace fear with understanding.
About the Show:
Enterprise Unleashed: Business, Law & Innovation explores the intersection of strategy, law, and entrepreneurship. Each episode features Attorney Richard Corey sharing real-world insights that help business owners negotiate smarter, protect their companies, and grow with confidence.
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By dennis2qEpisode Summary:
In this episode, Attorney Richard Corey dives into the psychology behind powerful negotiation. He breaks down how strategy, timing, and emotional control can transform any business deal. From using leverage wisely to managing emotions under pressure, Richard explains how understanding people—not just contracts—can make or break a negotiation.
Key Timestamps:
00:00 – Attorney Richard Corey shares why psychology and strategy are at the heart of every successful negotiation.
01:30 – Why great negotiators focus on leverage instead of aggression.
03:45 – How Richard organizes deal points into deal breakers, important terms, and wish lists.
05:20 – How understanding personalities and reactions can shift the outcome.
07:10 – Why reasoning beats reaction in high-stakes negotiations.
09:00 – How preparation, calmness, and clarity define Richard’s negotiation style.
10:30 – Why saying less often leads to better outcomes.
12:00 – How small businesses can build leverage even with limited resources.
14:00 – Techniques for managing delays and recognizing when to hold back.
16:30 – Why fair, transparent contracts are key to long-term partnerships.
19:00 – Richard’s final advice: think big, prepare deeply, and replace fear with understanding.
About the Show:
Enterprise Unleashed: Business, Law & Innovation explores the intersection of strategy, law, and entrepreneurship. Each episode features Attorney Richard Corey sharing real-world insights that help business owners negotiate smarter, protect their companies, and grow with confidence.