In any negotiation, power is rarely equal. One side often holds more leverage—whether through money, authority, or access. But does that mean the weaker side is doomed? Absolutely not.

In this episode, we break down the concept of asymmetric power in negotiations—how to recognize it, navigate it, and even turn the tables in your favor.

What You’ll Learn:

🔹 The different types of power in negotiations—financial, informational, positional, and psychological
🔹 How to negotiate effectively when you’re the underdog
🔹 Strategies to shift the balance of power without brute force
🔹 Real-world examples of power imbalances and how expert negotiators handle them

💡 "Negotiation isn’t about who has more power—it’s about who knows how to use it best."

If you’ve ever felt outmatched in a negotiation—whether in business, salary discussions, or high-stakes deals—this episode is for you.

🎧 Tune in now and start negotiating smarter!

#Negotiation #PowerDynamics #Strategy #Success #Leadership #TheTimCastleShow

🔗 Connect with Tim:

📍 The Highly Skilled Negotiator Course https://www.timjscastle.com/the-highly-skilled-negotiator
📍 Website https://www.timjscastle.com/
📍 Instagram: @timjscastle https://www.instagram.com/timjscastle/?hl=en
📍 Books on Amazon https://www.amazon.com/stores/author/B07G6LF77C
📍 Twitter (X) https://x.com/timjscastle
📍 YouTube https://www.youtube.com/channel/UCIWCJwmGdEZzbFGtbDUgs5g/about

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

How to adopt an abundance mindset.

Check out todays show to learn how to be truly wealthy.

I breakdown the steps you need to take to make a real difference in your life.

#wealth #abundance #mindset #purpose #gratitude #thetimcastleshow 

Follow Tim

The Highly Skilled Negotiator Course https://www.timjscastle.com/the-highly-skilled-negotiator

Tim's Website https://www.timjscastle.com/

Tim's Instagram https://www.instagram.com/timjscastle/?hl=en

Tim's Bestselling Books https://www.amazon.com/stores/author/B07G6LF77C

Tim's Twitter https://x.com/timjscastle

Tim's YouTube https://www.youtube.com/channel/UCIWCJwmGdEZzbFGtbDUgs5g/about

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

Are you in the business of trading quarters for dollars? If not, you should be.

Chris talks us through how to make a million in a single transaction, find someone who has problem that I can fix quickly, this is how you build leverage.

There are some incredible quotes throughout....

"It's not the thing you do, it's the value of the thing that you do.
Find a way to bring a better solution to them than the one they already have."

"They don't care about your widget, your app, your coaching, your style, it's what can you do for them. No one cares. It's how to listen, how to ask questions."

"People are wrong they are trying to figure out how to hack things. The real hack is to figure out what someone wants and figure out how to give it to them."

"Results matter.
The things that are more quantifiable are the easiest thing to sell."

"There are only two problems to solve. These are time and money. Saving time, saving money, making money. That's it!"

"Time is opportunity. The more you give away chasing money which cannot be easily converted into love."

"Understand their problems, their restrictions, their goals."

"Ask and understand. The goal is to create value for the client so you get asked to do more and more things."

#money #successmotivation #bethegiraffe #levelup #personalgrowth 

Follow Chris
***Buy Be The Giraffe*** the ultimate gift! https://www.amazon.sg/dp/1957616911?ref_=mr_referred_us_sg_sg
Instagram https://www.instagram.com/chrisrayjarvis/?hl=en
Website https://chrisjarvis.me/wildfactor/

Follow Tim

YouTube    / https://www.youtube.com/c/TimCastle
Instagram   / https://www.instagram.com/timjscastle/?hl=en
Courses to help you thrive https://timcastleschoolofsuccess.thinkific.com/
Books to help you win! https://www.amazon.com/stores/author/B07G6LF77C
TSOS Newsletter https://www.timjscastle.com/newsletter

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

Have you ever wondered why your customer is so positive, they're saying all the right things, "we love what you have", "sign me up" and then they go dead cold silent and drop off the face of the planet?

Well, if you're in sales or business development, do we have a treat for you! Matt Dixon joins us to unpack the data behind the biggest cause of "no decision" losses. You know those opportunities that you have to move to "closed lost" in the CRM but you don't really have a reason as to why the deal didn't happen.

I had a fantastic conversation with Matt Dixon, co-author of The Challenger Sale and The Jolt Effect.

According to the data 40-60% of qualified opportunities end up in this graveyard. It's a salespersons nightmare, that is, until now. Matt walks us through how to deal with no decision losses and the real reason they happen.

Imagine begin able to covert 40-60% more of your pipeline with these powerful data backed secrets. After studying more than 2.5 million sales calls Matt and his team discovered something that goes against conventional wisdom, its not what you'd automatically think, it goes deeper and the good news is there's a fix.

Tune in to change your sales trajectory today and get ready to implement the JOLF EFFECT to transform your client engagement strategy.

Matt opens up about exactly what to say and how you should see yourself and your role as the salesperson. Stop making these obvious mistakes and start treating the root cause of the problem.

If you a sales person or have a revenue generating role?  You are going to want to listen up! 

Can you imagine what would happen to your book of business, career trajectory and overall client base if you were closing 40-60% more qualified deals? 

The Jolt Effect is about combatting the steep rise in no decision losses, deals where the salesperson has forecast the deal to close because they have gotten positive feedback from the client, then suddenly the clients that ghost you, goes silent, the sales person stops and marks the opportunity as 'closed lost no decision' in the CRM platform.

How do you combat this? Enter the Jolt Effect!  

You might want to think about grabbing a copy of the Jolt Effect if your opportunity pipeline is suffering. Turbo charge your year ahead and never look back.

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

I love these conversations with Chris! They are packed with value, actionable advice that with elevates your perspective and goodness.

Are you pushing and pushing, trying to control every step of your journey?

This episode will help you trust how your adventure unfolds.

It's about values, how you show up, and being true to you and it may just set you on a different path!

"We should only seek the praise of the praise worthy!!!" Spend zero time worrying about the opinions of people who we don't love, trust or respect.

If it matters it matters. Understand that it is human nature to connect with those around you because we are social creatures. Who you are around is going to have a significant impact.

Chris charts the course for you to be able to understand that everything's temporary, enjoy it, its changeable, you can choose the people around you. 

There's an energy to abundance to Chris' message, it will help you to let go of needing to figure everything out in advance. It will liberate you. 

Other topics include:

- The life changing power of meditation 
- Equanimity - unattached to the outcomes
- Letting go of control
- Getting out of the lab and have live conversations
- Stop planning and start being

Chris also shares this awesome perspective on job interviews, exams, and how he can look at things to increase his chances of success.

On job interviews think "I don't have the job, all I can do is increase my chances of having the job". Not, what if I mess this interview up.

What a perspective to have!

Share the episode with someone who needs to hear this!

Follow Chris
***Buy Be The Giraffe*** the ultimate gift! https://www.amazon.sg/dp/1957616911?ref_=mr_referred_us_sg_sg
Instagram https://www.instagram.com/chrisrayjarvis/?hl=en
Website https://chrisjarvis.me/wildfactor/

Follow Tim

YouTube    / https://www.youtube.com/c/TimCastle
Instagram   / https://www.instagram.com/timjscastle/?hl=en
Courses to help you thrive https://timcastleschoolofsuccess.thinkific.com/
Books to help you win! https://www.amazon.com/stores/author/B07G6LF77C
TSOS Newsletter https://www.timjscastle.com/newsletter

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

In this episode we discuss how to manage friends and family when you experience success. When you are pushing in a different direction to the herd, how do you manage it, what can you do to make it less painful.

Chris shares how he attempted to do this "horribly" at first but then after a gigantic realisation was able to move in line with his goals, ambitions and success without feeling triggered by others.

One quote in particular stood out...What we do know is, "If you listen to all the voices in the herd, you will stay in the herd, it's a guarantee" - Chris Jarvis.

As ambitious leaders, we know we must do things differently, that risk is inherent to the path we must tread. The key is when people are really confident in what they believe they don't try to convince you of what they believe.

Do you feel guilty about your success?

Do you understand why when people are afraid for you, they are just showing concern? When you level up, when you make it happen in your life how to view the reactions of others.

If you're going to be a leader, you have to accept the fact that you're not like everyone else.

You break free from the herd. You are going to have to accept the inherent risk. Realise that you are going to be different.

Leaders have a different role. They are not trying to get everyone to agree.

If you want to live a super successful life, be prepared to take risk, to stand out, to differentiate.

Understand how to navigate friends and family and loved ones when you have to go lead. We discuss what people say verses what people mean.

The follow up to the question is, who do I spend time with?

Spend let time with the people that stress you out or make you uncomfortable.

Put yourself in environments that are more positive.

#mindset #podcast #lifechanging #bethegiraffe #thetimcastleshow #selfimprovement #selfbelief #vulnerability

Follow Chris

• Instagram https://www.instagram.com/chrisrayjarvis/?hl=en
• Give a copy of Be The Giraffe https://www.amazon.com/Be-Giraffe-Paths-Higher-Business/dp/1957616911/ref=tmm_pap_swatch_0?
• Website https://chrisjarvis.me/wildfactor/

Follow Tim

• YouTube https://www.youtube.com/c/TimCastle
• Instagram https://www.instagram.com/timjscastle/
• Negotiation, Sales and Mindset courses to help y

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

You have to put yourself out there. Get live with people.

You can't plan things to happen behind a screen. 

We need personal interaction, for the feedback.

Chris says "get out of the lab and go live"

In this episode we discuss saying "yes" as often as you can, have conversation, put yourself in the game. There's a benefit to this, things happen, the real "me" comes out. It's 100% authentic. Is there a connection. 




#mindset #podcast #lifechanging #bethegiraffe #thetimcastleshow #selfimprovement #selfbelief #vulnerability 

Follow Chris

Instagram https://www.instagram.com/chrisrayjarvis/?hl=en
Be The Giraffe https://www.amazon.com/Be-Giraffe-Paths-Higher-Business/dp/1957616911/ref=tmm_pap_swatch_0?
Website https://chrisjarvis.me/wildfactor/

Follow Tim

YouTube https://www.youtube.com/c/TimCastle
Instagram https://www.instagram.com/timjscastle/
The School of Success - Courses to help you thrive https://www.timjscastle.com/the-school-of-success
Bestselling Books https://www.amazon.com/stores/author/B07G6LF77C
TSOS Newsletter https://www.timjscastle.com/newsletter

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

This episode is all about finding your Wild Factor.

This seems perfect for two guys that both wrote books about being an animal!  #bethegiraffe  #bethelion

Step 1. Head to https://chrisjarvis.me/wildfactor/ to take the quiz.

Next, listen to this incredible conversation around measuring your actual behaviours, and the animal helps you internalise your dominant preference.

The reason this is SO important is "People are so caught up in what everyone else is doing they're not really living".

Your high score is the thing that's always in your head.

Your low score is when push comes to shove and you don't have a lot of time, its the first thing you'll sacrifice.

This episode goes deep, if you take the quiz, listen to the meaning and understand where you are, it could change your life!

This applies to your business, your relationships, your personal dominant tendencies, your fun, your wealth.

It will also help you become more curious about others, this is really clever, because it increases your awareness around yourself and others and how to approach your decisions.

Follow Chris
Instagram https://www.instagram.com/chrisrayjarvis/?hl=en
Be The Giraffe https://www.amazon.com/Be-Giraffe-Paths-Higher-Business/dp/1957616911/ref=tmm_pap_swatch_0?
Website https://chrisjarvis.me/wildfactor/


Follow Tim
YouTube https://www.youtube.com/c/TimCastle
Instagram https://www.instagram.com/timjscastle/
The School of Success - Courses to help you thrive https://www.timjscastle.com/the-school-of-success
Bestselling Books https://www.amazon.com/stores/author/B07G6LF77C
TSOS Newsletter https://www.timjscastle.com/newsletter

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

This is a special series we've put together to open the door to conversations with my friend Chris Jarvis, Author of Be The Giraffe.

The purpose is to help bring your giraffeiness, to get curious, vulnerable and to the reveal answers to questions you might have that can deliver a big transformation. 

Be The Giraffe - It's a book you need to absorb, don't even spend one more second thinking about it, just take it from me, that this book will transform you. It did me.

In todays episode, I talk to Chris Jarvis, author of Be the Giraffe: 14 Paths to Reach Higher in Business and Life.

This book is special, it will help you see with an elevated perspective.

Chris' motto is See Differently. Business differently transcends this conversation and the book.

He is stedfast on getting people away from ‘group think’ and in one of the chapters, "Avoid the Masses and the Asses", Chris goes into detail on how to break free from the herd and find your better path and why this is a crucial step to your next level and elevation.

His TEDx Talk, “Surviving ain’t Thriving” has been viewed by over 5 million people. This isn't a fluke, its telling you something. https://www.youtube.com/watch?v=-8DkqpUK_DQ

If you are overwhelmed, stressed out, facing challenges right now, there is a new way to do things differently, you can be wealthy, healthy, AND happy our friend the giraffe can lead you to stick your neck out to see things differently.

The Giraffe gets vulnerable, it reaches for things other won't, it's unique, just like you. That desire you feel to do something more, another way to do business and life, it's real. 

There are few things I need you to do, for you, 1. go to https://chrisjarvis.me/wildfactor/ and discover your The Wild Factor. It is a unique tool that focuses on your actual behaviors and feelings that you are experiencing right now across 5 dimensions Finances, Health, Wealth, Fun, Relationships, Career.

After 25 years of solving complicated financial problems for thousands of millionaires and a few billionaire families, Chris Jarvis was making a lot of money but he was unhappy, unhealthy, and unfulfilled.

He sold his company, rewarded his investors, and set out to discover:

1. Wh

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...

John Sills is Managing Partner at customer-led growth company, The Foundation. After starting his career on a market stall in Essex, he's spent the last twenty-five years working in and with companies around the world to make things better for customers.

I saw he was in Singapore and thought this was a conversation that needed to be had, his award winning book The HUMAN Experience shows you how to create a more successful organisation by humanizing customer interactions.

He’s been in front-line teams delivering the experience, innovation teams designing the propositions, and global HQ teams creating the strategy.

This episode is pure GOLD for anyone wanting to improve customer service and understanding whats wrong and missing from current processes.

We discuss:
- talking about people and not the companies
- how we work individually and collectively
- the difference between customer options vs what really matters to your customers (hint, it's not in the customer feedback surveys)
- the number one reason to improve your customer experience
-  examples of exceptional customer service (think Swiss trains)
- Using AI to support humans to create more time to support clients in natural conversations


John Sills
Newsletter CX stories https://johnjsills.com/cxstories/
LinkedIn https://uk.linkedin.com/in/johnjsills
The Human Experience https://johnjsills.com/
The Foundation https://www.the-foundation.com/our-team/john

Follow Tim:

YouTube https://www.youtube.com/c/TimCastle
Instagram https://www.instagram.com/timjscastle/
The School of Success - Courses to help you thrive
Bestselling Books https://www.amazon.com/stores/author/B07G6LF77C
TSOS Newsletter https://www.timjscastle.com/newsletter

Follow Tim

Tim is recognised in the Worlds Top 30 Negotiation Professionals of 2025, an award winning best selling Author of 5 books and negotiation trainer. His books are used at Universities, Fortune 100 companies and prestigious startups as a playbook to learning influence, persuasion, sales and negotiation.

Grab a copy of his new book The First Domino (discount promo) and leverage your sales process, take more risk and win clients. Get it here: https://a.co/d/jl1aYMQ

Get Free Sales Resources here https://www.thefirstdominobook.com/

Tims YouTube https://www.youtube.com/@TimCastle

Negotiation Expert Instagram https://www.instagram.com/timjscastle/?hl=en

The Highly Skilled Negotiator Short Course (80+ LESSONS + Bonus course Job Interview Mastery) - exactly what you need to learn to improve your negotiation skills across cultures, in high stakes business deal and in your personal life. https://www.timjscastle.com/the-highly-skilled-negotiator

Listen to The Art of Negotiation (for free) https://www.audible.com/pd/B07K2LVXHR/?sou...