Negotiation Starts Before You Enter the Room

Emma Grede continues the Career Girls Guide series on Aspire, focusing this episode on negotiation skills, a critical yet frequently undervalued aspect of professional growth. Guest Maury Terrapaw, a negotiation professor at Wharton and author, shares insights into why negotiation is a necessary life skill for everyone, particularly women, who often internalize fears stemming from past negative experiences. Maury emphasizes that negotiation is practiced daily and should be reframed as a means of empowerment rather than adversity.

Maury recounts her journey into negotiation after being encouraged by a professor to teach the subject despite her initial self-doubt. With over two decades of experience, she reflects on how personal and professional negotiations intertwine with self-advocacy and self-worth. The episode discusses the childhood fearlessness in negotiation that often diminishes in adulthood due to societal pressures and negative experiences.

Maury shares practical advice, such as the importance of being authentic and present during negotiations, and challenges the notion that negotiations are inherently combative. Instead, she highlights the value of curiosity and connection. She stresses that feeling deserving and understanding one’s worth is paramount in negotiation, advocating for goal setting and self-reflection as crucial preparatory steps. Maury also addresses the misconception that negotiations must be win-lose scenarios, reinforcing the idea that they can foster collaboration and mutual benefit.

As the conversation progresses, they tackle how to handle rejection, the significance of relationships in business, and how preparation can cultivate confidence. Maury asserts that every individual can become a skilled negotiator, emphasizing that negotiation is rooted in humanity and interpersonal connection, not just transactional exchanges. The episode concludes with rapid-fire questions touching on personal negotiation experiences and highlights that regret can be a powerful teacher in personal and professional growth.