UPDATED: The One Negotiation Tactic That Wins Every Time (And How Mediators Can Use It Too!) on Make Money Mediating #535

The Make Money Mediating Podcast with Susan Guthrie

Susan Guthrie shares the one negotiation skill that works every time—no matter the context—and how you can use it to build both resolution and rapport. In this solo episode, she introduces the powerful concept of framing: the art of shaping how information is presented to influence how it is received.

Framing is not about manipulation—it’s about clarity. When used ethically, framing helps emphasize what matters most, creating a path for people to hear each other differently and move forward more constructively. It’s a tool that can completely shift the tone of any mediation or negotiation.

Importantly, this episode also includes a correction to a previously shared example involving Nurofen’s marketing in Australia. After learning the campaign had been found to be misleading by Australian courts, Susan sets the record straight and uses the opportunity to explore the difference between effective framing and deceptive messaging—a must-know distinction for all professionals. (Correction starts at 7:14)

You’ll hear practical ways to refine your framing skills, from AI-powered prompts to marketing messaging that better communicates your impact. Whether you're guiding high-conflict clients through a tough negotiation or introducing your services at a networking event, framing helps you lead with confidence, connection, and credibility.

Here’s what else you’ll hear in this episode:

• How strong negotiators use framing to drive outcomes and build agreement

• Ethical ways to reframe messaging in mediation to help parties truly hear each other

• How framing can reduce conflict and position you as a narrative guide in the room

• Smart ways to use AI tools to reframe challenging client statements and practice scripts

• Why framing is not just a skill—it’s a strategy for growth, trust, and leadership

Be sure to grab your copy of Susan’s free downloadable Framing Toolkit, including real life reframing phrases and AI prompts you can use right away.

Want to Go Deeper?

Each week, I publish two companion articles that expand on the episode’s key themes—one on the Practice Building Blog and one in my Practice Building Tip of the Day newsletter on LinkedIn. If you’re looking for practical takeaways you can implement right away, don’t miss this week’s articles, which dive into how better framing can transform your messaging, your website, and your client outcomes.

👉 Link to Blog Article
👉 Link to LinkedIn Newsletter

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This Episode is Sponsored by Thinkific!

If you're ready to turn your expertise into scalable income, Thinkific is the platform to make it happen. I’m currently using Thinkific to build out my own suite of on-demand programs, and it’s become a key part of how I’m diversifying my business.

Want to do the same?

Get started with a free 30-day trial using my link: https://bit.ly/MMMP-thinkific

Be sure to check out my recent episode on diversifying your income as a legal or dispute resolution professional, and the companion article on monetizing your expertise with downloadable programs—both linked below to help you get inspired and started.

Article: The Fast-Track Guide to Creating a Profitable Downloadable Course

Episode: Turn Your Expertise Into Income: A Step-by-Step Guide to Monetizing Your Knowledge on Make Money Mediating #529

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Meet Our Creator and Host: Susan Guthrie

Susan Guthrie is one of the leading voices in dispute resolution today. A nationally recognized Top Family Law Attorney and Mediator, Susan has evolved from a successful legal and mediation practice into a sought-after trainer, coach, and consultant for professionals who want to build impactful, future-ready practices.

As Chair of the American Bar Association’s Section of Dispute Resolution, she is at the forefront of innovation and leadership in the field—championing new approaches to practice building, technology integration, and client-centered service models.

Susan is the author of the upcoming book, Future-Proofing Your Practice: AI, Tech and Strategies for Lawyers, Mediators, and Legal Entrepreneurs (ABA Publishing, 2025), which offers practical tools for professionals navigating the evolving demands of modern practice.

Through her coaching and consulting work, Susan empowers legal and dispute resolution professionals to expand their reach, grow their businesses, and lead with clarity, credibility, and confidence.

She also hosts the Top 1% globally ranked Divorce & Beyond Podcast with Susan Guthrie, reaching millions of listeners with insights on conflict, communication, and creating a thriving life beyond divorce.

To learn more about Susan’s speaking, consulting, or coaching services, visit https://susaneguthrie.com