Great negotiators understand the power of stories. Stories connect us, and connection is at the heart of successful negotiations. The more you know people’s stories, the more you see what they want and fear, what they will give up, and what they need to protect. Stories cut through the noise of daily life and constant information to provide understanding and meaning. The very best storytellers have always been the people with the greatest reach and influence.

In our dramatically changing digital world of multiple platforms and technology, storytelling is morphing. The speed and urgency of business is increasing. Now more than ever, a negotiator’s success depends on integrity. There is so much information and data available to everyone ...

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