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Authentic Negotiating with Corey Kupfer

On today’s episode, Dr. Sabrina and Mike Bruno sit down with Corey Kupfer for a paradigm-shifting conversation. Listen in for powerful questions that will change your mindset and get you thinking in bigger ways, including how you can discover opportunities for improving your negotiating and deal-making skills.

Corey Kupfer is a rarity among attorneys—he both understands and appreciates how business people think. He is an expert strategist, dealmaker, and business consultant with more than 30 years of professional negotiating experience as a successful entrepreneur and attorney. Corey is actively and personally involved in the corporate and deal practice areas of the law firm he founded, Kupfer & Associates, PLLC including sophisticated corporate structuring, high-level strategic advice, mergers, acquisitions, succession, and other deals for domestic and international companies while overseeing the firm’s other practice areas.

He is the author of Authentic Negotiating and the host of the DealQuest podcast. You can learn more about Corey and his latest projects at

Profit by Design is a Tap the Potential Production in collaboration with Small Business Consulting Group.

Show Highlights:

  • Corey shares how his interest in both authenticity and negotiation started from a very young age.
  • Early on, Corey observed that there are certain traits that master negotiators have.
  • Learn to control emotions so that they do not have an impact on the negotiation.
  • Corey details the “CDE”, the fundamental framework for authentic negotiating:
    • C for clarity
    • D for detachment
    • E for equilibrium
  • Corey covers questions to ask yourself for gaining clarity:
    • What is it that you do in your life to get centered and reconnected?
    • The Five Why’s
    • “CPR” – Context, purpose, and results
  • Dr. Sabrina and Corey discuss limiting beliefs and the importance of mindset shift.
  • If you’re taking the next right action, trust that you’re moving in the right direction and trust that it will be revealed to you what the next right action is.
  • Corey defines and explains the Pygmalion effect (also known as the Rosenthal effect) and how this had a profound impact in his own life.
  • When working through a paradigm, expect “terror barriers”. Learn how to break and advance through it instead of bouncing off of it and settling back to the ex-paradigm.
  • Corey’s website will soon have assessments and programs around deal-making, so opt into his list for the Conversation, Connection, & Cocktails calls to hear more about them!

Links and Resources:

Taking care of yourself is important now more than ever. Are you ready to take your life back from your business?

The FIRST STEP is taking our Assessment at:

NEXT, meet with our Success Team Lead to debrief your results.

THEN, join our Better Business, Better Life™ program!

Profit by Design, a Tap the Potential production in collaboration with Small Business Consulting Group

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Connect with Corey!

Corey’s Website

Corey’s LinkedIn

Corey’s Twitter

Corey’s Facebook

The DealQuest Podcast with Corey Kupfer

Conversation, Connection, & Cocktails FREE Opt-In Zoom calls

Books Mentioned:

Authentic Negotiating: Clarity, Detachment, & Equilibrium The Three Keys To True Negotiating Success & How To Achieve Them by Corey Kupfer

The Soul of Money: Transforming Your Relationship with Money and Life by Lynne Twist

Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz

Enjoy This Referenced Episode:

Ep 95: How the Right Clients Bring Peace and Personal Growth with Andrew Tvardzik

About The Author

Dr. Sabrina Starling, The Business Psychologist and international best-selling author of the How to Hire the Best series and The 4 Week Vacation™, is the founder of Tap the Potential and host of the Profit by Design podcast. At Tap the Potential, we work to free business owners from the constant demands of a growing business.

We believe work supports life, not the other way around. Clients in our Better Business, Better Life coaching program have more time for what matters most and more money in their bank account than they’ve ever had. Next, we send them off on a 4 Week Vacation™ to celebrate their hard-earned journey to take their life back!

Dr. Sabrina and her team at Tap the Potential are on a mission to change the story of entrepreneurship from one of long hours, grinding it out, to one of sustainably profitable businesses that support and enhance life. The Tap the Potential Solution™ and our Tap the Potential Family of Business Owners are disrupting small business as usual. We are on our way to making the Tap the Potential Solution™ the mainstream model for growing business.

By 2023, 150 Tap the Potential clients will have taken 4 Week Vacations. These are the trailblazers, role modeling what’s possible for entrepreneurs. In many entrepreneurial circles, it is becoming more and more common for one entrepreneur to ask another, “Have you taken a 4 Week Vacation™?” (as opposed to asking “How many employees do you have?” or “What is your annual revenue?”). Taking a fully unplugged 4 Week Vacation is rapidly becoming the recognized symbol of entrepreneurial success.

Never one to accept the status quo or back down from a challenge, Dr. Sabrina’s How to Hire the Best series grew from her desire to solve the toughest hiring challenges interfering with her clients’ growth and profitability. What sprang from her experience working with entrepreneurs in rural areas catapulted her into becoming the world’s leading expert in attracting top talent in small businesses—no matter what hiring challenges those businesses are facing—and earned Tap the Potential’s reputation as the go-to resource for entrepreneurs committed to creating Great Places to Work with thriving coaching cultures and highly engaged team members working from strengths.

As The Business Psychologist, and with her years of driving profit in small businesses, Dr. Sabrina knows what it takes to find, keep, and motivate exceptional performance out of your biggest investment—team members.