Ken Sterling On That's Right With Chris Voss, Aired On ABC, CBS, NBC, And FOX Affiliates

(MENAFN- EIN Presswire) EINPresswire / -- Ken Sterling, principal at Sterling Media Law and partner at the prominent talent agency BigAgency, guest stars on That's Right with Chris Voss, airing on ABC, CBS, NBC, and FOX affiliates across the country. Filmed in Beverly Hills, California, by an Emmy Award-winning production team, this episode's conversation explores how trust, influence, leverage and timing can flip the script and shape outcomes in complex, high-stakes negotiations.

Ken's approach is grounded in a tough upbringing on the streets of New York. His early life, characterized by instability, periods of homelessness, and exposure to high-risk environments, demanded quick adaptation and keen insight into human behavior. These instincts, honed under pressure, eventually formed the basis of his professional methodology.

Later in life, Ken built on his real-world experience with formal training in business and law, including an MBA from Babson College and a law degree from USC Gould School of Law, to develop a hybrid negotiation model that blends instinct with structure. His decision-making framework is centered on execution: what he calls being a“deal maker, not a deal breaker.” Ken also teaches at USC Gould School of Law and his book,“TILT the Room” is going to print in 2027.

Today, his work lies at the intersection of AI, media, technology, entertainment, and business. Through his law firm and talent representation service, he advises global brands, public figures, and high-achieving individuals; steering negotiations where financial stakes, reputation, and long-term strategy are deeply interconnected.

Regardless of the type of clients, the core challenge remains unchanged.

As Ken explains in the interview,“The biggest challenge is helping people get out of their own way.”

In practice, this challenge manifests as an emotional attachment to set positions, where individuals become fixated on a specific outcome and lose sight of the original objective. At this stage, negotiation shifts from problem-solving to preservation, reducing the likelihood of reaching a resolution.

Ken's methodology aims to break that cycle. At the heart of his framework-outlined in his upcoming book, Tilt the Room-are four interconnected pillars: trust, influence, leverage, and timing. Together, these elements establish the conditions necessary to steer individuals away from rigid positions and toward common objectives.

Chris Voss emphasized the significance of this structure, noting that effective influence depends not on exerting force but on creating clarity for both oneself and the other party.

For Ken, achieving clarity begins with self-reflection. Before leading others, you must lead yourself, revisiting the negotiation's original purpose and separating it from emotion.

This principle extends beyond formal dealmaking. During the COVID-19 pandemic, Ken applied the same approach in a different context. Recognizing the widespread uncertainty and isolation, he shifted his focus from transactions to building connections, reaching out to clients, colleagues, and family members without any immediate agenda.

As he recalls,“There was no ask... it was just genuine. 'I'm here for you. How can I help?'”

This approach highlighted a meaningful understanding: trust is not built during negotiations but developed through consistent actions over time. When individuals feel supported beyond mere transactions, reaching alignment becomes significantly easier, especially as the stakes increase.

A clear example of this principle emerged during an early negotiation for a potential acquisition. When the discussion stalled over valuation, Ken reframed the conversation by expressing the opposing party's real concern-not their stated position, but the risk they sought to mitigate.

By accurately identifying that concern, he created a moment of understanding that unlocked the negotiation and allowed both parties to move forward.

At its core, Ken's work is based on a simple yet profound principle: success comes not from argument, but from understanding. Influence is not imposed; it is earned through clarity, timing, and the ability to align interests, even under pressure.

This framework is consistently utilized across diverse industries and contexts. Whether providing guidance on complex transactions or supporting individual decision-making, the objective remains constant: look beyond stated positions, identify what truly matters, and establish the conditions necessary for resolution.

That's Right with Chris Voss features top experts and innovators who share practical strategies and insights to help individuals and businesses overcome complex challenges and achieve meaningful results.

About Ken Sterling and Sterling Media Law:

Media Contact:
Mikka Vapor 310-929-6600...
1801 Century Park East, 24th Floor
Century City, CA 90067

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