Successfully negotiating with a professional negotiator

Sales reps are often trained in successful negotiation, and this can provide a significant edge when dealing with a demanding buyer. But what happens when the purchasing agent across the table is ALSO a highly trained negotiator?  How… Read More

Never split the difference

Negotiation skills are part of an advanced sales toolkit, but the specific ways to apply this tool are often a mystery for sales reps. In this insightful video, former FBI hostage negotiator and Black Swan Group CEO Chris Voss dispels many of… Read More

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