Fotini Iconomopolous on the Power of Saying Less to Win Negotiations

Best-selling author of HarperCollins’ “Say Less, Get More: Unconventional Negotiation Techniques to Get What You Want” Fotini Iconomopoulos is the person Fortune 50 executives call into to help with their high stakes negotiations or to empower their teams through her intensive workshops on negotiation, communication and persuasion.

Fotini occasionally returns to the classroom as an instructor of MBA Negotiations at the Schulich (SHOE-lick) School of Business at York University in Toronto. She’s a regular media guest on outlets including CBC, Forbes and Harvard Business Review, she’s been recognized with a number of awards including a Top 40 under 40 award.

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In a world where negotiations are often perceived as battles of will, Fotini Economopoulos encourages instead the power of saying less. As a seasoned negotiation consultant, Fotini shares insights on how reducing verbal clutter, maintaining composure, and staying strategic in communication can lead to better outcomes, especially for women who often face biases in high-stakes scenarios.

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"You can still maintain your composure, be polite, be assertive without being aggressive, and get everything that you want.”

How do you say less to win negotiations? Start here:

Control Your Mental Pause Button: Master the "mental pause button" to control emotional responses. Avoid reacting with anger or defensiveness in stressful moments.
Remember to pause: Saying less creates space for the other party to respond or reconsider. Silence is powerful—resist the urge to over-explain or justify your position.
Protect Your Credibility: Over-negotiating or making killer statements (e.g., hard lines like “the lowest I can do is $500”) can harm credibility. By saying less, you avoid statements that can be reversed, protecting your reputation.
Balance Assertiveness and Aggression: Saying less helps maintain assertiveness without coming off as aggressive. You can be firm and assertive while still being polite and respectful.
Be Clear and Concise: Implement the “If you… then I” language to make clear, assertive offers. This approach simplifies the conversation and frames negotiation as cooperative.

And, remember that negotiation is a conversation, not a confrontation. Saying less protects relationships, builds trust, and ensures better outcomes.