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Negotiation is fundamental to all business interactions. Sales is a negotiation process. You have to negotiate with your boss, peers, and even your own people about priorities, schedules, and everything else. Understanding the psychology of negotiation is important – you aren’t going to be persuasive by throwing facts and figures at the other person.

Beyond the content here, Roger has also interviewed top negotiation experts. One episode features Chris Voss on negotiation and offers tips from a former FBI hostage negotiator. A somewhat different perspective comes from a sales-focused episode, Flip the Script with Oren Klaff. Other shows feature experts like Keld Jensen and  Dan Shapiro.

The words you choose, your body language, are all important factors. Perhaps nothing, though, is more important than building trust. Without that key factor, negotiation will be difficult, time consuming, and quite possibly unsuccessful.