Ilana

Did have initially your work involved a lot of mediations and tough cases and researching conflict resolution, right? And that gave you a lot of great muscle and valuable skills. What are they? How do you see it today? And how do you use that all the time now?

Did have initially your work involved a lot of mediations and tough cases and researching conflict resolution, right? And that gave you a lot of great muscle and valuable skills. What are they? How do you see it today? And how do you use that all the time now?

Ryan, I love that. And in your book, and we'll talk a lot more about it as for more, there's a ton of brilliant things. And I think every single person that is listening to this needs to hear it because yes, negotiation is everywhere. And what I love that you say is don't request recruit.

Ryan, I love that. And in your book, and we'll talk a lot more about it as for more, there's a ton of brilliant things. And I think every single person that is listening to this needs to hear it because yes, negotiation is everywhere. And what I love that you say is don't request recruit.

And I think this is such a different way of looking at negotiation because you're not trying, listen to me, listen to me, I deserve more because I worked really hard and many hours and because that's not relevant. Nobody's going to pay you for so many hours, but you can recruit them to understand that they want to pay you more because it's an incredible win-win.

And I think this is such a different way of looking at negotiation because you're not trying, listen to me, listen to me, I deserve more because I worked really hard and many hours and because that's not relevant. Nobody's going to pay you for so many hours, but you can recruit them to understand that they want to pay you more because it's an incredible win-win.

And I think the way you're positioning it is so beautiful. Right before that, though, you needed to move to teaching, right? Negotiation, et cetera. And I believe you almost didn't apply. Is that true?

And I think the way you're positioning it is so beautiful. Right before that, though, you needed to move to teaching, right? Negotiation, et cetera. And I believe you almost didn't apply. Is that true?

you're never going to be perfectly ready. It's never realistic because as high achiever, you're always pushing yourself a little beyond when you're really ready. But you're bringing that conviction of why it will work versus why it won't. And I think that's just beautiful. And you share a lot around how do you... decide to go even if you're not ready. And how do you push through that?

you're never going to be perfectly ready. It's never realistic because as high achiever, you're always pushing yourself a little beyond when you're really ready. But you're bringing that conviction of why it will work versus why it won't. And I think that's just beautiful. And you share a lot around how do you... decide to go even if you're not ready. And how do you push through that?

And I just love that, right? I think you did it also with a clinic in Colombia, a negotiation clinic. You've done it with the UN. I want to talk about it for a little bit. So you've done it again and again, even though you're never going to tick all the boxes. It's just not realistic.

And I just love that, right? I think you did it also with a clinic in Colombia, a negotiation clinic. You've done it with the UN. I want to talk about it for a little bit. So you've done it again and again, even though you're never going to tick all the boxes. It's just not realistic.

You alluded to something in the beginning, and I want to bring that back for a second because I think you said something along the line. I was so good in negotiation for everybody else except for me. That is so, so, so common. And I assume that's also part of what made negotiations such a big passion for you.

You alluded to something in the beginning, and I want to bring that back for a second because I think you said something along the line. I was so good in negotiation for everybody else except for me. That is so, so, so common. And I assume that's also part of what made negotiations such a big passion for you.

I so agree with that. And it's true in corporates as well. They will get you more motivated, more inspired, more empowered, et cetera, et cetera, because I think one of the things people don't understand, and I love that you just said that, people will treat you the way you are perceived to be treated and people will pay you what you believe you're worth.

I so agree with that. And it's true in corporates as well. They will get you more motivated, more inspired, more empowered, et cetera, et cetera, because I think one of the things people don't understand, and I love that you just said that, people will treat you the way you are perceived to be treated and people will pay you what you believe you're worth.

So at that point, you just need to build that conviction of what it actually worth. And by the way, some people can't afford you. That is okay too.

So at that point, you just need to build that conviction of what it actually worth. And by the way, some people can't afford you. That is okay too.

This is amazing. So let me take you there for a second. So you work with global leaders, Fortune 100, UN. Take us back in time to the first big client and opportunity, because I think one of the things, Alex, that is taking a lot of fear and doubt for our listeners is how do I make that first step? How do I get the first clients in the door? How do I leap initially?

This is amazing. So let me take you there for a second. So you work with global leaders, Fortune 100, UN. Take us back in time to the first big client and opportunity, because I think one of the things, Alex, that is taking a lot of fear and doubt for our listeners is how do I make that first step? How do I get the first clients in the door? How do I leap initially?