Becoming effective as a negotiator is simply a process of developing skills. But that doesn't mean it's a simple process. It requires dedication and diligence to maximize your ability to achieve your desired outcomes in your negotiations. This is a skill set that can and should be developed by every salesperson, procurement professional, and of course, negotiator. It consists of many things, tools if you will, that must become second nature to you so that they are available at a moment's notice. Negotiation and sales trainer Julia Ewert calls this skills development "negotiation muscle memory" and believes that the more you can develop it, the more proficient and successful you'll become. We also address the power of open questions, how to defuse tension using negotiation skills, and how negotiation skills can help businesses convert more sales. Enjoy! Don't miss this fascinating conversation.