In this episode, Brian Dietmeyer talks with Carrie Welles about the predictable nature of negotiation. They explore how negotiation is not as unpredictable as many believe, discussing a groundbreaking study that categorizes the majority of negotiation tactics into two main patterns. This conversation is crucial for anyone looking to understand the science behind negotiation tactics and how to prepare for them effectively.
Timestamps:
00:12 Introduction to the episode's topic on the predictable nature of negotiation.
00:39 Brian discusses common misconceptions in negotiation strategies.
01:33 Insights into a comprehensive study on negotiation patterns across various countries.
03:17 Simplifying negotiation preparation by focusing on common patterns rather than memorizing numerous tactics.
04:01 Explanation of the most common global negotiation tactic and how to anticipate it.
04:47 Strategies for sales professionals to leverage the predictability of negotiations.
07:02 Plans for upcoming episodes to delve deeper into specific negotiation strategies.
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