You observe a behavior of a person. Maybe you get a strange look, or some words don’t make sense. Then your mind starts looking for an explanation. Did I do something wrong? Is she mad at me?You quickly start interpreting what you see. Our minds want to make a coherent story out of everything we … Read more
How strongly I recommend it: 10/10Read more details & reviews (Amazon) There hasn’t been one book where I found more valuable lessons on negotiation than in Chris Voss’s “Never Split the difference”. Having experienced a tough professional life as an FBI hostage negotiator Chris advocates a whole different and counterintuitive negotiation philosophy that I only … Read more
There are situations in business and life where two powerful players have good reasons for vital co-existence and even fruitful collaboration where at the same time they’d also find valid reasons for their mutual destruction. It’s at the brink of that fine line where talented negotiators can define the destiny of a whole company or … Read more
In my roles in sales and business development leadership, I’ve been observing one recurring pattern. After a business conversation with representatives of a company I hear colleagues and sometimes myself saying things like “I spoke to them and they want […]”. Or “The company doesn’t like our offer. They want us to do more.” But … Read more
