How To Create a Strong Negotiation Culture Within Your Sales Team
It’s easy for management to blame salespeople when negotiations conclude with value left on the table. But what they often fail to realize is that selling and negotiating are fundamentally different skill sets requiring fundamentally different behaviors.
Want better E.I.? Start by understanding emotions
Much has been written about the power of emotional intelligence, including popular works by various experts such as Daniel Goleman, Chris Voss, Travis Bradberry, and others. Further, according to a 2013 study on the topic of emotional intelligence and sales, strong emotional intelligence is a trademark characteristic of high performers, especially those who can combine …
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3 key lessons from Deepak Malhotra’s The Peacemaker’s Code
It’s not every day a Harvard business professor and one of the world’s leading experts on negotiation decides to write a fiction thriller. So once I learned Deepak Malhotra was releasing just such a book I was eager to see the final result. Would it be insightful? Would it be entertaining? Was it possible to …
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