There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of the strategies and tactics are not designed for sales negotiations. In B2B sales, we do not find ourselves in high-stakes geopolitical affairs that would require Henry Kissinger, or hostage rescues that might require Chris Voss. Most of the time, our sales negotiations center on the price of what we sell, with occasional negotiations around indemnifications.
