THE NON-OBVIOUS SHOW · EPISODE 50

Negotiating While Black (Or While Underestimated)

with Damali Peterman

Episode 50 · September 9, 2025 · 32 min

In this conversation, Damali Peterman discusses the nuances of negotiation, particularly from the perspective of being underestimated due to race or gender. She emphasizes the importance of authenticity, identity, and everyday negotiation opportunities. The discussion also touches on the challenges of cookie-cutter negotiation tactics and the unique experiences of negotiating as a Black woman. Damali shares personal anecdotes and insights from her book, 'Negotiating While Black', highlighting the need for a more inclusive understanding of negotiation strategies.

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Episode Summary

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Key Takeaways

01Negotiation is a skill that everyone can develop.
02Authenticity can be a superpower in negotiations.
03People often underestimate others based on race or gender.
04Everyday conversations are opportunities for negotiation.
05Cookie-cutter tactics may not work for everyone.
06Understanding your audience is crucial in negotiation.
07Negotiation is personal and should reflect your identity.
08The 'talk' given to Black children prepares them for real-world challenges.
09Building rapport can significantly impact negotiation outcomes.
10It's important to show up as your true self in negotiations.

What We Cover

00:00Introduction to Negotiation and Authenticity
02:51The Roots of Negotiation Skills
08:19Underestimation in Negotiation
13:03Normalizing Negotiation in Everyday Life
15:08Challenging Cookie-Cutter Negotiation Tactics
19:49Negotiating as a Black Woman
24:14The Talk: Preparing for Real-World Challenges
27:21Lessons Learned from Writing the Book

About The Guest

Damali Peterman

CEO of BreakthroughADR; author of Negotiating While Black

Damali Peterman is a lawyer and mediator, the founder and CEO of BreakthroughADR, and a mediator and arbitrator with JAMS. She wrote Negotiating While Black: Be Who You Are to Get What You Want, on negotiating effectively without hiding your identity.

damalipeterman.com ↗