How To Never Lose A Negotiation With Chris Voss
Erika Taught Me
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Emotional Investment - The Heaviest Influencer
If people feel respected and heard, they'll give you what you want. Jim Camp wrote a book in 2002 called Start With No. And he talked about getting people invested in a process. He called it driving their budget. The more invested they are, the more likely they are to consummate the deal.
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