Chris Voss: Interview with a Master Negotiator
Make It Happen Mondays - B2B Sales Talk with John Barrows
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The Role of Personality in Negotiating
When you're negotiating with somebody, is your goal to understand the personal drivers of that person? Or is it really more to focus on the business drivers? I mean, culture is a dicey issue. And depending upon the company environment, it might not be a team atmosphere. You don't even know what the company's values are. If your executives aren't living the values, then you're looking out for yourself.
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