Say Less, Get More: Unconventional Negotiation Techniques to Get What You Want

by Fotini Iconomopoulos

Negotiation without fear, for everyone, everywhere

Nicknamed “the negotiator” as a child, Fotini Iconomopoulos has been honing her skills her entire life. As a sought-after expert, for more than a decade she’s been empowering Fortune 500 executives and their teams to achieve their objectives, guiding them through high-stakes scenarios in industries such as consumer packaged goods, retail, professional services, energy, telecommunications, tech and finance. Now for the first time, Iconomopoulos shares her simple and innovative strategies, debunks common negotiation myths and explains why effective negotiation does not follow a one-size fits all/art of the deal approach. In Say Less, Get More you’ll find out how



Assess where your situation falls on the negotiation spectrum so you can adjust your tactics accordinglyUnderstand who you are negotiating with, their background and their goals, in order to develop your approachDetermine your starting position, your final outcome and a strategy to get thereManage the negotiation process, overcome obstacles and find common groundCommunicate effectively in any scenario, including learning what to say and when to say it if you can’t reach a dealDevelop and foster excellent client relationships and networks

Once you are armed with Iconomopoulos’s sensible strategies and proven advice, you’ll be able to confidently get what you want in business and in life.

Genres: Business, Nonfiction, Management, Communication

336 pages, Hardcover

Published April 20, 2021

Reviews

[Anastasija · Rating 3 out of 5]

Iconomopoulos shares a refreshingly adaptable approach, dissecting traditional myths and tailoring strategies to suit various scenarios. Readers can learn to analyze situations, understand counterparts’ motivations, and craft effective communication strategies.
The book is accessible, breaking down complex ideas into actionable steps that empower readers to negotiate confidently across both professional and personal lives. It can be a good read for anyone looking to improve their skills in negotiating.

[Íris Sif · Rating 4 out of 5]

Hef lengi ætlað að lesa samningatæknibók og valdi þessa eftir að hafa hlustað á Fotini í The Miko Love podcast. Hún kemur með góð ráð og ég lærði margt nytsamlegt. Bókin hefði getað verið styttri og hnitmiðaðri. Var farin að skanna yfir sumar dæmisögur (t.d. um hvernig á að semja við börn 🥱). Fotini er peppandi og manneskjuleg en á sama tíma algjör nagli. Hafði mjög gott af þessum lestri.

[Paiman Chen · Rating 5 out of 5]

Breathe deeply. Practice pausing to calm and focus your mind.

Strong negotiators understand people.

[Nola Simon · Rating 5 out of 5]

I finally found a business book that references George Michael! If you know me, that’s an automatic guarantee that I’ll think you are brilliant. I immediately reached out to the author to connect:)

I listened to Fotini Iconomopoulos’ Say Less, Get More over the last week and it was really good. Some takeaways:

🟦Embrace the power of pause.
⬛️Don’t be afraid to ask for benefits other than money.
🟪Questions matter - the best negotiators ask more questions.
🟥Why can be dangerous.
🟧If your negotiation doesn’t succeed, you might learn something even more valuable (ie it’s time to leave your company because they don’t value you the way they should).

One of the first audiobooks I ever heard was Don’t Split the Difference by Chis Voss. Although Fotini cites his work, I find her advice and examples refreshing and useful because she provides examples of how negotiation can be used in personal relationships too. She also provides advice for women about voice and body language.

One of the last stories in the book is about one of Fotini’s students using the learnings to realize that she had the ability to escape an abusive relationship. It’s that empowering to be able to learn the skills outlined in this book. Highly recommend.

Negotiation is an essential, real world skill that has the ability to change lives. Especially yours.

#leadership #negotiation

[H. · Rating 5 out of 5]

I got the audiobook on a whim and listened to it in the car when running errands. I have two events in my life in the last MONTH that have turned out better because of concepts from this book.

tl;dr: This book has saved me thousands in rent and helped me to negotiate a $5k increase on a job offer. Seriously.

The lease on the house me and my family are living in was up. They came at us with an increase of ~$200/mo (and another $100 after the first year if we decide to stay). We scoffed and I stopped my wife from trying to roast them. We didn't respond. A week or so later we get another email where their offer is well within average increases. At this point I smell blood. We negotiate an even lower increase. All is well.

Second, I just got a job offer! Not once did I mention how much I wanted. They offered more than I would have bargained for. I asked for more and they MET ME IN THE MIDDLE. I couldn't believe it. I'm still reeling. An extra $5k just like that.

[Sharda · Rating 5 out of 5]

So much great advice & I loved the examples used throughout. Using the PAUSE is my favourite and I will definitely be incorporating the stoplight method into negotiations in the future. I’ve heard Fotini speak at different occasions, and this read as if she was talking right to you and giving you a pep talk. The tone of the book was perfect from my perspective. The easy to find summaries at the end of the chapters were also great for getting an idea of what was talked about earlier (especially if you’re reading this over time).

[J. · Rating 5 out of 5]

I'm not a usual reader of business-type books, but this is a cut above.

Very clear, direct and useful insights and strategies, and a strong focus on knowing your own worth.

Fotini is a very warm, engaging and clear writer and her psychological framing of interpersonal dynamics will be useful for all kinds of everyday living, not just asking for raises or business deals.

Pleasantly surprised by this book, forget who recommended it to me but glad they did!

[Ioanna · Rating 5 out of 5]

A great book from a female perspective! Fotini gives great negotiating advice for all areas of your life. It’s not simply just money that people negotiate for, but much more than that. Are you looking to get ahead in your career or just get more in your life? This book will tell you how. It’s a very useful tool for all aspects of your life. I even use some of these strategies with my own students.

[Robin Taub · Rating 5 out of 5]

In life, and in business, everything is negotiable, and this is the book that will help you get what you want! Fotini's book helps put you at ease about negotiating, with practical strategies, like pressing the mental pause button to help you literally say less and get more. I also enjoyed her metaphor of the rechargeable battery, which helped me visualize what drains my power in a negotiation and what I can do to recharge it. Highly recommended!

[Melissa Leong · Rating 5 out of 5]

This is a must-read. We all negotiate every day of our lives -- trying to have a say in the decisions small and big that affect us. But with the guidance and wisdom that Fotini offers in this gem of a book, I'm more confident in my voice and my ability to live the life I want.

[Jinna Bank-Ivers · Rating 5 out of 5]

Everyone can benefit from reading this book, even if you’re not in business dealing with formal negotiations.

[Kristina · Rating 2 out of 5]

I enjoyed hearing Fotini speak, couldn't get into the hook as much.

[Manouane Beauchamp · Rating 1 out of 5]

Voici un livre qui aurait du être une présentation PowerPoint.
Sincèrement, il n'y a rien dans ces pages en terme de matière, de connaissance, de modèle ou théorie concrète. En fait, si vous effectuez des recherches sur Google, vous pourrez facilement trouver plus de matière que celle contenue dans ces pages.
Une lecture inutile. Si la négociation est un sujet qui vous intéresse, je vous suggère l'excellent livre de Chris Voss : Never Split The Difference.

[Suzy · Rating 4 out of 5]

Considering it’s called say less get more, I think she could have said less in most of the chapters. Good book but too wordy.

[Sandra Bekhor · Rating 5 out of 5]

How I wish I had this book at an earlier stage in my career and in life!