Ed Brodow – Author of “Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals”

The Art of the Deal: Lessons from Ed Brodow on Negotiating Like a Pro

Mike interviews Ed Brodow.

What separates the winners from the losers in business? It’s not just talent or hard work. It’s negotiation—the ability to walk into any room and own it, to get what you want without losing respect, and to leave the table with more than you expected. On this episode of Million Dollar Stories, We had the honour of sitting down with the negotiation legend Ed Brodow. We went deep into his book, Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals. And let me tell you, this episode is a masterclass for anyone who wants to stop leaving money on the table and start making deals that change their lives.

SUMMARY

Ed doesn’t sugarcoat it: if you’re desperate, you’ve already lost. Negotiation is as much about your mindset as it is about your tactics. Ed shared something profound: your negotiation with yourself is the most important. If you’re not willing to walk away, you’re not really negotiating—you’re begging.

That’s where the “confidence mystique” comes in. People are drawn to confidence, not desperation. Think about it: who’s more attractive at the business table? The person who knows their worth and stands firm, or the one trying too hard to be liked? Spoiler: it’s the former every time.

Ed reminded us that confidence isn’t arrogance. It means knowing the value you bring and being okay with walking away if the deal doesn’t meet your standards. “If you don’t think what you have is valuable,” Ed said, “why should anyone else?”

Here’s where Ed flipped the script: he doesn’t care if people like him. Yep, you read that right. Ed’s perspective is refreshingly raw in a world obsessed with social media likes and followers. He’s not in the game to be liked; he’s in it to be respected.

“You don’t need to be liked to close the deal,” Ed told me. “You need to be respected.”

Think about that for a second. How often do we let our need to be liked sabotage our goals? Whether it’s a sales pitch, a business deal, or even asking for our worth, too many people play it safe because they fear being disliked. However, as Ed pointed out, likability is a byproduct of authenticity and results, not a prerequisite.

One of the most practical takeaways from our conversation was Ed’s golden rule: always ask for more than you want. If you start at the bottom, there’s nowhere to go but down.

“You don’t know what’s in the other person’s budget,” Ed said. “If you ask for a million dollars, they might have three million to spend. But if you start with one million, you’ve just left two million on the table.”

This tactic isn’t just about money. It’s about positioning. By aiming high, you’re not just setting the terms of the deal—you’re showing the other party that you’re confident in what you’re offering. And if they push back? That’s fine; you’re prepared to negotiate. But you can’t negotiate up from a lowball offer. As Ed said, “The worst they can say is no.”

One of the most surprising parts of our chat was Ed’s insight into the parallels between stand-up comedy and negotiation. I mentioned wanting to try stand-up to improve my charisma and relatability, and Ed’s perspective was eye-opening.

“Stand-up isn’t about being liked,” he said. “It’s about commanding the room. It’s about confidence.”

Ed’s years as a professional actor taught him techniques that translated seamlessly into his negotiation strategies. He emphasized that humour can break the tension and build rapport, but it’s not the end goal. “If they laugh, great. If they don’t, who cares? What matters is that you control the room and steer the outcome.”

While Ed doesn’t prioritize being liked, he’s all about earning respect and trust—which comes from delivering on your promises. “If you make a promise, keep it,” he said. “That’s how you build long-term relationships that matter.”

Mike Fallat and Ed Brodow talk about the book Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals.

It’s a simple principle, but too many overlook it in their scramble for short-term gains. Whether selling a product, pitching a partnership, or just trying to land your first big client, your reputation will make or break you. And your reputation is built on your word.

As we wrapped up the episode, Ed left us with a robust prediction: 2025 is the year of the entrepreneur. He believes the economy is shifting, favouring those prepared to take risks and seize opportunities. And what’s the key to thriving in this new landscape? Mastering negotiation.

If you’re ready to take your game to the next level, do yourself a favour and pick up Ed’s book, Negotiation Boot Camp. It’s packed with actionable tactics to give you an edge in any situation. For a quick crash course, check out his article, 10 Tips for Negotiating in 2025, on his website, brodow.com.

This episode isn’t just about learning how to negotiate; it’s about taking control of your life. Ed’s lessons will serve you well whether you’re closing million-dollar deals or just trying to level up your career. So, as I always say, live free and write on. Let’s make 2025 our best year yet.

Get his book here:

https://www.amazon.com/-/es/Ed-Brodow-ebook/dp/B071JJYBZN/ref=tmm_kin_swatch_0?_encoding=UTF8&dib_tag=se&dib=eyJ2IjoiMSJ9.FDZElnOdjh8JCuibQujU6A.pkKJAD2SIbx3wuJwfpEnNP_mkBbAICdlJfBhluKyiIU&qid=1732989464&sr=8-1

About Mike Fallat

Mike Fallat, aka The BookMan, is the owner of Dreamstarters Publishing and the Million Dollar Book Agency. They have helped 300+ entrepreneurs become bestselling authors. His goal is to help 1,000 entrepreneurs publish books and teach them how to use their books as a gateway to generating 7-figures.

Visit website for more information: https://www.milliondollarbookagency.com/

About Dreamstarters Publishing


Dreamstarters Publishing offers ghostwriting, cover design, and everything that is required to take an idea to a finished book (kindle, paperback, hardcover, and audiobook).


The Million Dollar Book Agency is the ultimate marketing CRM system for author-preneurs. Services include automated funnels, lead generation campaigns, book fulfillment, podcast management, press releases, virtual assistants, course development, and more.

Mike also hosts a podcast known as Million Dollar Stories and runs a membership-based site known as Million Dollar Circle. In addition to owning the book business, he invests in self storage real estate.

https://dreamstarterspublishing.com/

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