The Power of Story in Negotiation

I think when it comes to being an effective negotiator, there's a little bit of cognitive and emotional stamina that people often underestimate. Most people think it's just this process that is done in just sales or procurement but the reality is we're doing it everywhere all the time. I connect this back to the whole idea of story because negotiation is follow a story arc. And then there's some culmination that leaves a very valuable lesson.