Stop talking, start listening. Can tweaking your approach help clinch the deal?
Picture the scene: it’s late in your fiscal year and you’re in the final stages of negotiating a big sale. If you land this one, you will exceed your annual sales target by 25 percent and your bonus will double. No doubt about it – you want this one.
[This article is republished courtesy of INSEAD Knowledge, the portal to the latest business insights and views of The Business School of the World. Copyright INSEAD 2024]