I have always beleived in the mantra "be careful of what you fear" as I have seen so many people go to great lengths to avoid products, situations or events that they feared - irrationally.
The author lays out the logic that I have tried to express in a simple, easy to understand manner.
One of the best if not the best
The way he weaves his story and how he explores each side of the issue.
His vocal inflection makes him a very interesting person to listen to.
Excellent detail and structure laid out as a story, very well written.
Great voice and enunciation.
I agree the narrator was somewhat dry. I bought the book to learn and I did learn a great deal. What I found interesting is how this material actually applies to the sales process long before you get down to what people normally consider the negotiation stage. The determining of common interests and outcomes is something most fail to do at the outset of establishing any business relationship. Something these guys identify right up front.
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