Negotiating While Black (Or While Underestimated) with Damali Peterman (#50)

Summary

In this conversation, Damali Peterman discusses the nuances of negotiation, particularly from the perspective of being underestimated due to race or gender. She emphasizes the importance of authenticity, identity, and everyday negotiation opportunities. The discussion also touches on the challenges of cookie-cutter negotiation tactics and the unique experiences of negotiating as a Black woman. Damali shares personal anecdotes and insights from her book, 'Negotiating While Black', highlighting the need for a more inclusive understanding of negotiation strategies.

Takeaways

Negotiation is a skill that everyone can develop.
Authenticity can be a superpower in negotiations.
People often underestimate others based on race or gender.
Everyday conversations are opportunities for negotiation.
Cookie-cutter tactics may not work for everyone.
Understanding your audience is crucial in negotiation.
Negotiation is personal and should reflect your identity.
The 'talk' given to Black children prepares them for real-world challenges.
Building rapport can significantly impact negotiation outcomes.
It's important to show up as your true self in negotiations.

Chapters

00:00 Introduction to Negotiation and Authenticity
02:51 The Roots of Negotiation Skills
08:19 Underestimation in Negotiation
13:03 Normalizing Negotiation in Everyday Life
15:08 Challenging Cookie-Cutter Negotiation Tactics
19:49 Negotiating as a Black Woman
24:14 The Talk: Preparing for Real-World Challenges
27:21 Lessons Learned from Writing the Book