Black History is a Masterclass in The Negotiator’s Mindset™
Black History Month reminds us of courage but it also teaches us strategy.
Long before boardrooms and bargaining tables, Black leaders were negotiating across power, perception, and systems designed to say “no.” Their influence did not start based on someone granting them permission, it started with their mindset.
That’s the essence of the Foundational 5 of the Negotiator’s Mindset™.
Know Your Value — Frederick Douglass
Frederick Douglass understood that literacy was leverage. He spoke as if his humanity were non-negotiable, forcing the nation to confront its own contradictions. Great negotiators don’t ask to be valued, they operate from value first.
Stand in Your Strength — Sojourner Truth
Sojourner Truth didn’t soften her voice to fit the room. Her clarity dismantled flawed logic and left no space for dismissal. Strength in negotiation isn’t force it’s conviction.
Shift How You Navigate — Garrett Wilson
The inventor of the modern traffic signal knew his idea mattered more than credit. When barriers blocked adoption, he changed the route. Negotiators don’t always push harder they design smarter paths to yes.
Hold the Boundary — Thurgood Marshall
Thurdgood Marshall chose his battles with precision, laying legal groundwork before challenging the system head-on. Boundaries aren’t passive they’re strategic.
Secure the Win — Sidney Poitier
Sidney Poitier negotiated culture by refusing roles that limited how Black excellence was seen. The real win wasn’t access it was changing what became acceptable.
Reframe the Conversation — James Baldwin
James Baldwin helped people see the world differently, and used language to reshape perspectives
Black history reminds us negotiation is not always about deals, but it should always be about dignity, and the courage to use your voice.
