{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"How to Tilt the Room: The Art of Negotiation, Influence & Leverage with Ken Sterling","description":"What if the key to winning a negotiation isn\u2019t being the loudest person in the room\u2014but knowing when to listen, when to pause, and how to build trust? On this episode of the Super U Podcast, Erik Qualman sits down with attorney, entrepreneur, talent executive, professor, and veteran dealmaker Ken Sterling, author of Tilt the Room. Ken shares the strategies he\u2019s developed across law, business, technology, entertainment, and high-stakes dealmaking to help people influence outcomes without becoming aggressive or burning bridges. Ken breaks down his Tilt the Room framework\u2014trust, influence, leverage, and timing\u2014and explains why successful negotiation is less about overpowering the other side and more about understanding people, preparing for the room, and creating relationships that last beyond a single deal. The conversation explores how to: \u2022 Build trust and rapport before you ever need leverage \u2022 Read the room and understand the people sitting across the table \u2022 Prepare thoroughly while staying flexible in the moment \u2022 Use silence and the \u201cpower of the pause\u201d to your advantage \u2022 Stay calm under pressure instead of resorting to bullying \u2022 Avoid overplaying your hand when you have leverage \u2022 Give difficult feedback without destroying trust \u2022 Stay focused and fully present during high-stakes conversations \u2022 Approach negotiation as a long-term relationship rather than a one-time transaction Ken also shares his memorable philosophy: \u201cNever call someone\u2019s baby ugly.\u201d In negotiation and leadership, ideas can feel deeply personal\u2014and dismissing someone\u2019s idea can damage the trust and influence you've worked hard to build. From billion-dollar dealmaking principles to everyday negotiations at work and home, this episode is a masterclass in how to tilt the room without tipping the scales too far. Tune in for practical insights on negotiation, leadership, focus, influence, and the human side of getting to yes. Connect with Ken Sterling: www.sterlingmedialaw.com www.bigspeak.com https:\/\/www.linkedin.com\/in\/kensterling\/ https:\/\/www.instagram.com\/ken.sterling\/ Five-time #1 Bestselling Author and Motivational Speaker Erik Qualman has performed in over 60 countries and reached over 60 million people this past decade. He was voted the 2nd Most Likable Author in the World behind the Harry Potter series. Have Erik speak at your conference: eq@equalman.com Motivational Speaker | Erik Qualman has inspired audiences at FedEx, Chase, ADP, Huawei, Starbucks, Godiva, FBI, Google, and many more on Focus and Digital Leadership.   ","author_name":"Super U Podcast","author_url":"http:\/\/equalman.libsyn.com\/website","html":"