Negotiation coach and author Saad A Saad joins Doug to rethink what “the ask” really means—why win-win isn’t always wise, how to thrive even with less power, and why tension isn’t the enemy but the spark of creativity.
Most people think negotiation is stressful or adversarial. But Saad reframes it as
an outcome-based conversation—something we’re all in daily, whether with clients, colleagues, or family. We dive into why “dominate or be dominated” is outdated, how over-indexing on win-win kills creativity, and why the real skill shows when you’re negotiating from a power disadvantage. Saad also shares his framework from In the Lead: Mastering Your Sales Negotiation—a six-principle model that balances assertiveness and empathy like the two wheels of a bike.
TL;DR
Negotiation = outcome-based conversation—happens every day, not just in boardrooms.
Win-lose damages trust, but pure win-win leads to weak, uncreative outcomes.
Power imbalances matter less than you think—focus on clarity of outcome.
Tension and friction aren’t threats—they’re the conditions for respect and innovation.
Assertive empathy: be ambitious in your ask and genuinely curious about the other side.
Context is king: sales, hostage talks, and family dinners require different tools.
Memorable lines
“Anytime you’re trying to reach an outcome, you’re in a negotiation.”
“If you over-index on win-win, you become less ambitious and less creative.”
“Friction isn’t failure—it’s the fuel for better outcomes.”
Guest
Saad A Saad — Negotiation expert, sales coach, and author of In the Lead: Mastering Your Sales Negotiation.
LinkedIn: https://www.linkedin.com/in/saadasaad/
Why this matters
Whether you’re closing a deal, pitching an investor, or discussing chores at home, negotiation is everywhere. Reframing it as outcome-based—and learning to balance advocacy with empathy—lets you push for better results without burning bridges.
Don’t just “hope” your conversations land—design them. Grab Saad’s book In the Lead on Amazon, connect with him on LinkedIn, and the next time you’re in a negotiation—big or small—practice assertive empathy.
Book: https://a.co/d/6AkbgX3
Call To Action
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