Teresa Carlson has closed negotiations around the world. As the head of the worldwide public sector for Amazon Web Services, she convinces government and nonprofit clients to commit to a major technology upgrade. This week, she told us how every no can be turned into a yes. And her surprising pro tip for negotiating at work? Write your own job description. We’ll explain.  In this episode, Teresa shares why she actually switched her career from speech pathology to technology (3:50), how she deals with red tape (10:16), and her mindset going into every negotiation (18:07).  Stay tuned at the end for a spotlight on Kanarys, a platform that fuels progress towards more diverse, equitable and inclusive workplace culture. Want to be featured? Submit yourself or a friend here.