Negotiating with confidence isn’t just a skill—it’s a necessity for anyone leading a business. Yet for many women, standing firm in pricing conversations feels uncomfortable, even risky. My guest, Carrie Gallant—CEO and Founder of The Gallant Leader™ Institute—has spent her career helping leaders find their voice at the negotiation table. From her early work on pay equity as a lawyer to her years as a coach and strategist, she’s seen firsthand how confidence in negotiation changes both business outcomes and personal empowerment.

In this episode, you’ll discover:

• Why negotiation feels so personal for many women—and how to separate your pricing from self-worth.
• The power of clarity and preparation in standing your ground, even when emotions run high.
• How to stop discounting and start leading negotiations with confidence and presence.

Take a deep breath, settle in, and get ready to learn how to ask with confidence and stand your ground with integrity.

Favorite quotes from this episode

Episode Links

Recommended book: Playing Big with Tara Mohr

Reach out and talk to Carrie:

• LinkedIn: https://www.linkedin.com/in/gallantsolutions/
• Website: https://gallantleader.com

Podcast Summary – Negotiating with Confidence

Do you freeze up when it’s time to name your price? Or feel like you’re walking a tightrope between sounding confident and not scaring off a potential client?

You’re not alone—and this episode is packed with insight that will help you shift that dynamic.

In this episode of Live with The Pricing Lady, I sat down with Carrie Gallant, negotiation strategist, leadership coach, and founder of the Gallant Leadership Institute. We dug deep into how women can start negotiating with confidence, price their services without apology, and lead with purpose and presence.

Whether you’re a business owner, consultant, or professional leader, this episode is your invitation to stop second-guessing your value and start asking for more—with clarity and confidence.

From Theater to Law to Leadership

Carrie’s story is one of powerful pivots. From theater arts in high school to a psychology degree, to a legal career and finally coaching—her work has always had a common thread: understanding human behavior.

After working as a lawyer and mediator (including at the Pay Equity Commission), she realized her gift was in helping women navigate complex conversations and high-stakes situations. Today, through her work at the Gallant Leadership Institute, she helps women build the skills, courage, and clarity to speak up and lead powerfully—whether that’s in the boardroom or when setting their prices.

A Wake-Up Call on Wage Inequality

One of the most memorable stories Carrie shared was discovering that a male colleague—hired at the same time and in the same role—was earning significantly more. The kicker? They were all working at the Pay Equity Commission.

Like many women, Carrie had accepted the first offer she was given. “She said it was the best they could do,” she recalled. That experience lit a fire in her and shaped the work she does today: empowering women to advocate for themselves and others.

It’s a powerful reminder of why negotiating with confidence isn’t just a skill—it’s a necessity.

Why Pricing Feels So Personal—And How to Shift That

When Carrie started her own business, Pricing was uncomfortable. Even with her legal background, she still found herself defaulting to lower fees, justifying rates, and feeling unsure of how to communicate her value.

Sound familiar?

We talked about how easy it is to tie Pricing to your personal worth—and why that’s a trap. Carrie learned (as I often remind my own clients) that your price is not a reflection of your worth—it’s a reflection of the value you deliver.

She also shared a valuable mindset shift: “Pricing is a filter, not a barrier.” The right clients won’t blink at your price when the value is clear. And the wrong clients? Well, they’re not your people.

The Gender Gap in Negotiation Is Still Real

Carrie unpacked some of the ways women tend to approach negotiation differently than men—and the cultural conditioning behind it. From vague language (“I’d like…” instead of “I want…”) to avoiding negotiation altogether, many women default to people-pleasing instead of assertiveness.

But that can change. According to Carrie, the key to negotiating with confidence is twofold: clarity and rehearsal.

You have to get crystal clear on what you want—and then practice saying it. Literally. Rehearse your offers, your responses to pushback, even how you’ll receive positive feedback. This kind of preparation helps you stay grounded and avoid the brain-freeze that can come when emotions run high.

As Carrie put it, “After you name your price—stop talking. Let it land.”

What It Really Takes to Stand in Your Value

Carrie also talked about the deeper layers of negotiation—the mindset, the physiology, even the trauma-informed perspective on why these conversations feel so uncomfortable for many women. She’s integrating these insights into her upcoming course Negotiation by Design, which includes elements of Human Design to help clients understand how they’re naturally wired to communicate and make decisions.

Ultimately, whether you’re negotiating a contract, setting your next offer price, or navigating a leadership conversation, Carrie’s message is clear: negotiating with confidence isn’t about being pushy—it’s about being prepared, grounded, and unapologetically clear.

If you’ve ever struggled to stand in your value or second-guessed your pricing decisions, this episode will shift your mindset—and give you real tools to move forward.

Tune in now to hear how you, too, can start negotiating with confidence and grow your business with more clarity and impact.

Subscribe, rate, and review the Live With The Pricing Lady your go to pricing podcast for service based businesses, for more insights. I’d love to hear your thoughts, questions, and topic ideas—follow me and join the conversation on LinkedIn. Remember, pricing is a continuous journey, and together, we’ll make sure it leads to success!