Never Split the Difference: Negotiating As If Your Life Depended On It
How to Become a Rainmaker,3 and I like to review it occasionally to refresh my sense of the emotional drivers that fuel decisions. The book does a great job to explain the sales job not as a rational argument, but as an emotional framing job.
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.
Chris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
Rompe la barrera del no: 9 principios para negociar como si te fuera la vida en ello (Spanish Edition)
amazon.com