Q & A With Bestselling Author and Negotiation Expert Tim Castle
- Tim Castle
- May 16
- 2 min read
Q: What is your motto?
“Believe it is possible.”
Everything starts there. Every sale. Every deal. Every breakthrough. Every opportunity. If you don’t believe, no one else will.Belief isn’t just a mindset — it’s the first domino. It tips everything that follows.
Q: What are you focused on and what is your mission?
I’m focused on helping people win their first big client, negotiate bold deals, and level up in sales, negotiation and leadership — and using all that to build unstoppable momentum. My upcoming book The First Domino is all about how to win your first flagship client in 90 days.
My mission is to turn invisible potential into undeniable performance — by teaching people how to negotiate with confidence, build connections with magnetic energy, and sell with heart.
Q: How do the intersections of AI and negotiation work together?
AI brings speed, data, and pattern recognition.But negotiation is still at this stage, human. It’s emotional. Strategic. Unscripted.The real magic is at the intersection:
AI can prep you faster
It can analyze tone, suggest responses, map leverage points
But you close the deal — with presence, conviction, and human connection.
AI is the scalpel. You’re the surgeon.
Q: What is The Art of Negotiation?
The Art of Negotiation is about mastering yourself first, so you can master the room. It’s 80% mindset, 20% execution.
You prep like a tactician
You show up with energy and presence
You listen, guide, and create value
The art isn’t manipulation. It’s alignment. It’s creating an outcome where both sides walk away better.
Q: What is your story?
I started with nothing but belief. No connections, no shortcuts — just a relentless desire to make it happen. I’ve been told “no” more times than I can count. I’ve lost deals. I’ve blown meetings. But I always came back harder — because I knew what was possible.
That’s why I write.That’s why I speak.Because I want people to see that if they’re bold enough to believe it is possible, everything changes.
Q: What are some advanced negotiation techniques that transform negotiations?
Anchor first, but do it with calm certainty. Let your number define the frame.
Use silence as a weapon. The person who speaks first loses ground.
Flip the script. Ask: “What’s the real problem you’re trying to solve here?” — and then solve it better than they imagined.
Create “magic moments.” Send a video instead of an email. Walk in with insights. Go beyond expectation.
Disarm with transparency. Say the thing they’re scared of first. It builds trust instantly.
Lead with empathy, close with precision. That’s the new era of negotiation.
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