Discover Your Inner Negotiators
Every game is composed of two parts, an outer game and an inner game. The outer game is played against an external opponent to overcome external obstacles, and to reach an external goal. . . . The inner game . . . is the game that takes place in the mind of the player . . . and it is played to overcome all habits of mind which inhibit excellence in performance.
—W. TIMOTHY GALLWEY
Giovanna was a sales manager at a national insurance carrier. She was in charge of driving new business and increasing premium income in her territory. She also oversaw several teams of sales representatives.
Giovanna was frustrated at getting passed over for promotion twice in a row. She couldn’t understand the problem, since ...
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