Negotiation Techniques for Any Business Situation with Chip Massey and Adele Gambardella
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Listen For
00:00 Introduction
00:35 Guest Introduction
02:05 Journey to Writing the Book
05:09 Influence vs. Manipulation
08:12 Four Parts to Effective Convincing
10:28 Targeted Validation
16:28 Forensic Listening
20:28 Convincing Continuum
26:28 Convincing from Magicians, Con Artists, and Fortune Tellers
30:46 Recommended Books
32:46 Where to Find More Information
34:36 Conclusion and Action Steps
Meet Chip & Adele
Their Story: convincingcompany.com/"}{"1":79}{"1":142,"2":"https://www.amazon.com/Convince-Me-High-Stakes-Negotiation-Situation/dp/126504757X"}{"1":227}" data-sheets-root="1" data-sheets-textstyleruns= "{"1":0}{"1":57,"2":{"2":{"1":2,"2":0}}}{"1":79}{"1":142,"2":{"2":{"1":2,"2":0},"6":1}}{"1":226,"2":{"2":{"1":2,"2":0}}}{"1":227}" data-sheets-userformat= "{"2":1389315,"3":{"1":0},"4":{"1":2,"2":16777215},"11":4,"12":0,"15":"Calibri, sans-serif","16":11,"19":0,"21":0,"23":1}" data-sheets-value= "{"1":2,"2":"Adele Gambardella and Chip Massey are the co-founders of The Convincing Company, a crisis communications and training firm, and co-authors of Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation. Adele owned an award-winning PR agency in Washington, DC for 15 years, where she served as spokesperson for a variety of Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. She has also served as PR strategist, corporate counsel, and crisis management for clients that include the United Nations, Facebook, Johnson & Johnson, and President Biden. She has taught crisis communications and business at Princeton, Cornell, George Mason, and Georgetown, and is a contributor to the Wall Street Journal, Inc., and Entrepreneur. Chip is a former FBI hostage negotiator and special agent. In his 22-year career in the Bureau, he has led high-profile cases, spearheaded the New York FBI Office's Crisis Negotiations Teams, and won the prestigious FBI Directors Award."}">Adele Gambardella and Chip Massey are the co-founders of The Convincing Company, a crisis communications and training firm, and co-authors of Convince Me: High-Stakes Negotiation Tactics to Get Results in Any Business Situation. Adele owned an award-winning PR agency in Washington, DC for 15 years, where she served as spokesperson for a variety of Fortune 100 companies, including DuPont, Deutsche Bank, Lockheed Martin, SAP, and Verizon. She has also served as PR strategist, corporate counsel, and crisis management for clients that include the United Nations, Facebook, Johnson & Johnson, and President Biden. She has taught crisis communications and business at Princeton, Cornell, George Mason, and Georgetown, and is a contributor to the Wall Street Journal, Inc., and Entrepreneur. Chip is a former FBI hostage negotiator and special agent. In his 22-year career in the Bureau, he has led high-profile cases, spearheaded the New York FBI Office's Crisis Negotiations Teams, and won the prestigious FBI Directors Award.
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