Role of Emotions in Negotiations

Описание: Stories can be powerful tools in negotiations because they appeal to both emotions and logic. Understanding the emotional triggers that motivate different individuals, such as fear, loss, potential gain, or respect, is crucial for crafting a compelling narrative.

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WHO WE ARE

SAMexpert is an international independent business consulting company focused on Microsoft vendor management, including strategy, cost, compliance, and audit defence. Our commercial advice for CFOs, CIOs, procurement, and IT leaders is always unbiased because we do not sell Microsoft licenses or services.

Daryl Ullman is a co-founder, senior partner in SAMexpert, renowned negotiation expert, and public speaker. Daryl is an ex-Microsoft. He helped launch the Enterprise Agreement program in the 2000s. After leaving Microsoft, he founded Emerset, the world's first independent Microsoft licensing consultancy, which he sold in 2018. He joined SAMexpert in 2021 as the Chief Negotiation Officer. Daryl is the author of the book "Negotiating with Microsoft".

Alexander Golev is a co-founder and a senior partner in SAMexpert, a serial entrepreneur, an industry thought leader and a public speaker. Alexander has been involved in Microsoft technology since 1994 and Software Asset Management since 2003.

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