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Liz explains how a scarcity mindset—not a lack of negotiation tactics—often drives executives to undersell themselves, concede early, or lose leverage in high-stakes conversations. Drawing from her executive advising and performance psychology work, she argues that negotiations break down when unconscious belief systems and a dysregulated nervous system hijack performance, especially when scarcity shifts from “there’s never enough” externally to “I’m not enough” internally. She connects Type A patterns to two roots: fear of poverty and the belief that love is earned, which can create rejection dynamics, fear of others’ judgment, and toxic shame. Liz offers markers to spot scarcity-driven behavior (relief after conceding, post-hoc rationalization, and holding firm feeling unsafe) and concludes that real change requires healing identity-level beliefs, belonging, and trust in God—not more technique.

00:00 Scarcity And Negotiations
01:29 Why Skills Aren't Enough
04:04 Unconscious Beliefs Take Over
06:29 Defining Scarcity Mindset
11:26 Type A Roots And Fear
13:15 Rejection And Toxic Shame
18:23 How Scarcity Sabotages Deals
23:39 Three Warning Markers
26:11 Healing Worth And Abundance
27:12 Key Takeaways And Next Steps

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