What happens when 25 years of corporate procurement experience meets elite business school teaching? You get Giuseppe Conti—a world-class negotiation expert with a gift for turning complex tactics into everyday skills.In this episode, Giuseppe shares his journey from growing up in a family of teachers in Southern Italy to teaching negotiation and influence at institutions like Oxford and Cambridge. His new book, Negotiation + Influence = Success, distills a career’s worth of hard-earned wisdom into actionable strategies—and we break several of them down in this conversation.We cover tactical topics like:

1. Who should make the first offer in a negotiation?
2. How to handle procurement teams obsessed with price.
3. How to influence internal stakeholders when you don’t have authority.

Giuseppe blends humility, academic insight, and battle-tested experience in one of the most practical negotiation discussions we’ve had on the podcast. Whether you’re negotiating with a client, a boss, or your own team—this episode will sharpen your skills and change how you think about influence.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

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Connect with Giuseppe on LinkedIn: https://www.linkedin.com/in/giuseppeconti/

Check out Giuseppe's book: https://www.amazon.com/Negotiation-Influence-Success-Lessons-Corporate-ebook/dp/B0FNSKZ9F5/