248 - Mastering Negotiation — with Chris Voss
The Futur with Chris Do
Navigating Negotiation Pitfalls
This chapter examines the drawbacks of traditional sales tactics that prioritize quick affirmations, using a personal story to illustrate potential missteps. It advocates for a shift towards effective negotiation strategies that focus on building relationships and understanding client intentions, rather than simply aiming for a 'yes.' The chapter introduces concepts like 'tactical no' and dynamic silence, encouraging salespeople to gather honest insights and read non-verbal cues to enhance their negotiation skills.
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