Nicole Carter is founder of NEGOTIATi, helping entrepreneurs prepare for high-stakes negotiations using strategies inspired by top companies, athletes, celebrities, and executives to make world-class negotiation preparation accessible to everyone.

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Guest Resource

NEGOTIATi – Check out Nicole’s website to learn about her services and packages. She offers one-on-one negotiation support for entrepreneurs. NEGOTIATi will donate 15% of qualifying purchase revenue generated using code ‘EOFIRE’ to Shriners Children’s in support of its burn care program in Cincinnati, OH. Qualifying revenue excludes refunds, discounts, and applicable sales taxes. Donations will be calculated at the end of the campaign and paid directly to the designated charitable organization. This promotion is independently funded by NEGOTIATi.

3 Value Bombs

1. Negotiation is a learnable skill, prepare your research, offer, why, and authority.

2. Look beyond price, consider payment terms, partnerships, IP, royalties, and future opportunities.

3. Know when to walk away, changing terms give you the right to reconsider.

Show Notes

**Click the time stamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: The Negotiation Advantage: Leveling the Playing Field for Entrepreneurs

[1:17] — Nicole shares something she believes about becoming successful that most people disagree with.

She believes true success requires learning to advocate for yourself and for people who need your voice.
Talented people often become highly skilled at their work and building businesses but fail to advocate effectively for themselves.
She sees advocacy as an important part of entrepreneurial success.

[3:00] — Nicole talks about what preparation strategies most powerful negotiators use, and how everyday entrepreneurs can apply them.

She identifies four major preparation areas: research, building your offer, knowing your why, and knowing your authority.
Research the people involved, the company, and the internal person who actually understands the deal mechanics.
Look for gaps in a company’s hiring, acquisitions, and other needs to identify potential leverage.
Break down your products or services line by line and assess how your offerings compare with competitors.
Understand what makes your offer unique and where you have flexibility or trade-offs.
Define your “why” or your “only if”—the conditions under which you actually want the deal.
Establish your decision-making authority before entering the negotiation.
Create a clear process for when your team needs additional approval or outside expertise.

[8:59] – A timeout to thank our sponsors.

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[12:10] — Nicole talks about the most challenging negotiation of her career was and what it taught her about preparation, confidence, and high-stakes decisions.

She shared a negotiation from her time practicing law involving a client and a government customer.
Preparation revealed that the work was an important part of her client’s future and that the government had limited leverage because her client was one of the few providers available in certain secure territories.
During the negotiation, a senior government official responded aggressively and threatened to cancel the client’s contracts.
Although Nicole was early in her legal career and felt intimidated, she stood firm and told the official that she did not appreciate the threat.
Approximately 45 minutes later, all of the client’s contracts with the agency were extended for another year.
The experience reinforced the importance of establishing your boundaries before entering a high-pressure negotiation.
Her central lesson: respect is non-negotiable, and fear should not drive business decisions.

[16:14] — Nicole talks about how better negotiation can create more profit without requiring another customer.

She encourages entrepreneurs to think about negotiation and deal terms as a portfolio rather than evaluating every agreement in isolation.
Payment terms can have a major financial impact on small businesses.
Long payment periods can effectively require a small business to finance a much larger company.
Entrepreneurs should negotiate the full economics of a deal, including pricing, payment terms, access to resources, marketing, and future opportunities.
Partnerships should also be evaluated for intellectual property, royalties, guaranteed minimums, and research and development costs.

[18:09] — Nicole tells why patience and the ability to walk away is such a powerful source of leverage.

She says she personally turns down more deals than she accepts.
Walking away isn’t necessarily about rejecting negotiation; it’s about finding a deal that actually meets your needs.
Entrepreneurs should carefully review the terms and conditions rather than relying only on what a salesperson promises during the sales process.
A single unexpected clause can fundamentally change the value or nature of a deal.
Being excited about a deal previously doesn’t obligate you to accept changed terms.
If the terms change, you have the right to reconsider the deal.

[19:32] — Nicole talks about what are the most common negotiation mistakes entrepreneurs make, and what simple changes can improve their outcomes.

Treating scope as an afterthought: Scope should clearly define what is included, what isn’t, and what happens when additional work is requested.
Allowing scope creep: Small requests can accumulate until you’re delivering a significantly different deal for the same amount of money.
Failing to document new work: Slow down, quote additional work, and document changes when everyone agrees.
Undervaluing your offer: Break down your services and compare them against competitors and the market so you understand your value and have alternatives during negotiations.
Confusing a good relationship with protection: Even when you trust the person you’re working with, clearly documented agreements protect everyone’s interests.
Use the Washington Post test: Ask whether you would be proud of your company if your actions appeared on the Washington Post.
Thank and document: When something important happens, follow up in writing with a summary and update all relevant documents when the deal changes.

[22:45] — Call to action.

NEGOTIATi – Check out Nicole’s website to learn about her services and packages. She offers one-on-one negotiation support for entrepreneurs. NEGOTIATi will donate 15% of qualifying purchase revenue generated using code ‘EOFIRE’ to Shriners Children’s in support of its burn care program in Cincinnati, OH. Qualifying revenue excludes refunds, discounts, and applicable sales taxes. Donations will be calculated at the end of the campaign and paid directly to the designated charitable organization. This promotion is independently funded by NEGOTIATi.
Her 10-Minute Deal Prep provides a quick way to prepare before a negotiation.
Nicole is offering an affiliate opportunity through which 15% of proceeds from Fire Nation listeners will go to Shriners Burn Hospital.
Nicole shared that Shriners Burn Hospital supported her when she was a burn patient as a child, motivating her desire to give back.

[24:00] – Thank you to our Sponsor!

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The Negotiation Advantage: Leveling the Playing Field for Entrepreneurs with Nicole Carter

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