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In this episode of Negotiation Made Simple, we explore one of the most overlooked skills in negotiation and leadership: managing the negotiation happening inside your own head.
Clinical psychologist and mindset coach Dr. Nick Wignall joins the conversation to unpack why anxiety, fear, and pressure show up so strongly in high-stakes negotiations — and why trying to eliminate those emotions often makes things worse. Together, we break down the difference between anxiety, stress, and worry, and explain how unexamined emotions can quietly drive bad decisions, unnecessary concessions, and missed opportunities
Nick introduces a simple but powerful framework that helps leaders stay grounded and make clear decisions even when emotions are running high. We also discuss practical tools like “scheduled worry,” why high achievers are especially prone to anxiety, and how assertiveness rooted in values (not emotions) becomes a strategic advantage at the negotiating table
If you’ve ever felt pressure push you toward a deal you knew wasn’t right — or found yourself trying to negotiate just to relieve discomfort — this episode will change how you think about leadership, negotiation, and emotional control.
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