At PepTalkHer, we’re on a mission to empower YOU to know your worth and to understand your value in the workplace. And what better way to start than by asking our favourite women in business?
We sat down with Katherine Knapke of the American Negotiation Institute (ANI) to talk about all things negotiation! Katherine is the COO of ANI and a skilled negotiator. Without further ado, let’s get started.
Meggie: Hey Katherine, thanks for taking the time to chat with us today! First question - How do you describe yourself in one sentence?
Katherine: Can I negotiate for more than one sentence? I would describe myself as someone who is always learning because I am interested in so many things.
Meggie: Love that response! On the topic of always learning, what's your job title & how did you get where you are today?
Katherine: When asked this question, my response is always that I kind of "fell into it." It was a combination of luck, networking, and most of all- hard work. For anyone wanting to make a career switch, I cannot stress how important networking is.
“It was a combination of luck, networking, and most of all hard work”
Meggie: Some solid advice! Speaking of your career, what is a memorable or highly rewarding moment from your career journey?
Katherine: There are so many since I get to do so many things in my role that I never imagined doing, but one of the most recently rewarding experiences was hearing back from a woman I did a 1:1 coaching session with for an upcoming salary negotiation, and not only did she successfully negotiate more than the original salary offer plus additional benefits, but she did this successfully during a time when her organization was making budget cuts. (My other favorite was the day I closed our company's largest deal)
Meggie: Glad to hear that went so well for your client! Onto our next question, what advice do you have for anyone looking to build their own brand?
Katherine: Start, for one (stop telling yourself 'some day when...'). But also, don't try to copy exactly what someone else is doing or something that isn't "you" because you won't be able to sustain it long-term.
“Don’t try to copy exactly what someone else is doing or something that isn’t “you””
Meggie: Wise words! Next question - How do you prepare for negotiation conversations? We'd love to hear all your hacks & top tips or awesome advice you've received!
Katherine: ANI negotiation prep guides! There are about 15 different guides there, but when preparing for negotiations I go through the prep guide as detailed as possible (which is key). The guides keep things organized and help you also think from the other party's perspective so that you can prepare for any barriers that may exist. (Fun fact- I have yet to fail a negotiation in which I have used the prep guide beforehand)
“Fun fact- I have yet to fail a negotiation in which I have used the prep guide beforehand”
Meggie: Preparation is key! OK - last Question! What podcasts or books have you been enjoying that have helped you in your career journey?
Katherine: I listen to a number of podcasts (Something You Should Know, TED Talks Daily, & WSJ Secrets of Wealthy Women- are some of my favorite podcasts), but the current book I am reading is The Wisdom of Psychopaths by Kevin Dutton (books I also recommend are The Happiness Advantage by Shawn Achor, and The Confidence Code by Kathy Kay & Claire Shipman)
Meggie: Thank you again, Katherine, for taking the time to answer our questions. We appreciate it!
To hear more from Katherine and to learn about all things negotiation, check out the American Negotiation Institute on Instagram @negotiateanything, or on their website.