00:00 – 00:09
John Wilson: Fotini I can't thank you enough for being on the CEO Global Network podcast. It's great to meet you and really appreciate you taking the time to be with us this morning.
Fotini Iconomopoulos: Well, I'm just thrilled to be here.
00:10 – 01:15
John Wilson: Yeah, that's great. Now, as I was saying just a little earlier, it's a bit of a challenge to get down to three or four bullet points introducing you, but I do want to let people listening, watching, just a couple of highlights about you and your background. You're a globally recognized negotiation expert. Fotini is a trusted advisor, really, to Fortune 500 companies, including Microsoft, Walmart, Rolls-Royce. And she helps them navigate complex negotiations and get great results. She’s a recipient of the National Inclusion Award from the Network of Executive Women for her outstanding advocacy of leadership in diversity and equity. She’s the author of the bestselling book, Say Less, Get More: Unconventional Negotiating Techniques to Get What You Want. In wide demand as a keynote speaker throughout the world. So, Fotini, so great to have you with us this morning.
So let's roll right into the first question.
Your book, Say Less, Get More, flips the usual script on negotiation. What's the one unconventional tip that surprises people the most?
01:15 – 01:42
Fotini Iconomopoulos: Let's do it. It's in the title for a reason. Most people assume, “I'm not a fast talker. I'm not quick on my feet. I'm not a salesy kind of person.” And I’m like, actually, that's a major benefit. Introverts can rejoice. You don't have to be the fast-talking one in the room. The second you find your mental pause button, that gives you a huge advantage.
01:42 – 02:02
John Wilson: Thank—introverts can rejoice. How good is that? I love it. You have advised leaders in over 170 industries. What's the most unexpected place that you've seen great negotiation skills make a difference, Fotini?
02:02 – 02:22
Fotini Iconomopoulos: A few weeks ago, I actually worked with drug regulators—people who have to work with insurance companies to get drugs in the hands of oncology patients faster. It’s not about pricing. It’s how to cut through red tape to treat patients faster. One of the most rewarding things I’ve ever done.
02:22 – 02:32
John Wilson: I'll bet. Negotiation is often seen as high stakes. How do you bring confidence and calm into those tense moments?
02:32 – 03:29
Fotini Iconomopoulos: A lot comes from preparation. Simple box breathing is great, but mental preparation beforehand is key. Role-playing with clients helps create muscle memory so the moment isn’t a shock. Predicting responses, rehearsing scenarios—it allows them to regain calm and handle tough situations with confidence.
03:29 – 03:42
John Wilson: Yeah, how good is that to hear your clients come back with that? Very satisfying. You talk about turning conflict into connection. Can you share a time where that completely shifted an outcome?
03:42 – 04:44
Fotini Iconomopoulos: One luxury retailer client went from adversarial relationships with vendors to creating collaborative programs—reducing waste, increasing opportunity, and long-term value for both sides. Those are the moments where conflict turns into connection.
04:44 – 04:56
John Wilson: Yeah, no, that would be great feedback. For leaders who hesitate to advocate for themselves, what's the first mindset shift they need to make, Fotini?
04:56 – 06:15
Fotini Iconomopoulos: Ask three critical questions: 1) What's in it for the other party? 2) What can they afford to do for me? 3) How am I making them feel? Even small asks can make people feel helpful and create a win-win. This mindset is powerful at any level.
06:15 – 06:36
John Wilson: That’s excellent advice. Thanks for that. You’ve worked across six continents. Have you noticed cultural differences in how people negotiate, or are the fundamentals universal?
06:36 – 07:40
Fotini Iconomopoulos: The principles are universal, but execution differs. In Asia, proposals might be extreme at first; elsewhere, subtler. Ultimately, negotiation is human: making the other party feel satisfied, valued, or like they’ve won. Every culture understands that—it’s just expressed differently.
07:40 – 08:06
John Wilson: That's wonderful. Thank you so much for being on our podcast today. It’s been extremely valuable. We'd love to have you back.
Fotini Iconomopoulos: Thank you. I hope your audience finds it fruitful.
John Wilson: I’m sure they will. Thank you.
