The Conflicting Ethics of Selling and Negotiating
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Description
Blair identifies the differences between the ethics of selling expertise and the three schools of bargaining ethics, and what happens when we don’t adapt our bargaining approach to match our opponents in the game of negotiation.
Links “The Conflicting Ethics of Selling & Negotiating” article by Blair Enns on WinWithoutPitching.com
More Episodes
Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work.
LINKS
"Advising Clients Ethically" article on Punctuation.com
Published 04/24/24
Published 04/24/24
The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.
Links “How and When to Talk About Your Firm”
“Replacing Presentations With Conversations”
Published 04/10/24
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