Episode
The Most Powerful Word In Negotiation... It's Not What You Think - Derrick Chevalier - EP104
- Podcast
- Ten Thousand Miles
- Published
- Mar 17, 2026
- Duration seconds
- 4792
- Processing state
not_requested- Canonical source
- https://youtube.com/watch?v=i8dnB1B3Jpc
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Summary
https://h-c.com/ https://www.linkedin.com/in/derrick-chevalier-6323272/ In this episode of Ten Thousand Miles, Vic Pepe sits down with Derek Chevalier, founder of Harrison Chevalier and creator of the CNSUF negotiation framework, for a fascinating conversation about one of the most important and underrated leadership skills in business and life: negotiation. This is not just a conversation about closing deals. It is about human behavior, psychology, leverage, communication, and the hidden dynamics that shape every interaction. Derek shares how he got started in the world of negotiation, his years working inside the Chester Karrass system, and why he eventually challenged traditional negotiation thinking to create a more adaptive real-world framework. Together, Vic and Derek unpack why so many people focus on the problem instead of the people in the room, why perception often beats reality, and why the best negotiators know how to read the room long before they ever walk into it. They also explore: • Why negotiation is part of every human interaction • The flaws in rigid “win-win” thinking • How elite negotiators prepare before they enter the room • Why incentives drive behavior inside large organizations • How procurement, vendor management, and sales often work against long-term success • The psychology behind bluffing and reading people • Why “no” may be the most powerful word in any language • How children may actually be the world’s most natural negotiators If you are a business leader, entrepreneur, executive, salesperson, or anyone who wants to communicate with more clarity and influence, this episode is packed with insight you can apply immediately. Guest: Derek Chevalier Founder, Harrison Chevalier Author of Evolve or Be Slaughtered: Negotiation for the 21st Ce…