The Hidden Psychology of Negotiation: Why Top Performers Still Leave Money on the Table
In professional negotiations, we often focus on tactics, scripts, and strategies. But after coaching over 500 sales professionals across Fortune 500 companies, I've discovered something surprising: the most critical negotiation happens before you ever enter the room.
The Paradox of High Performers
Here's what's fascinating: the most accomplished professionals often struggle the most with self-advocacy. They're armed with impressive track records, deep expertise, and meticulous preparation. Yet something holds them back from claiming their full value.
