TiECon 2006: Negotiations Guru David Seibel Provides Tools For Getting What You Want

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“The substance/relationship tension…is at the backbone of all the work that I do,” David Seibel said in his Distinguished Speaker Series talk at TieCon 2006. In this speech excerpt, Seibel, Co-Founder and President of Insight Partners, takes the audience through an intensive session on negotiation challenges and strategies. He presents a structured framework for understanding and conducting negotiations based on the “substance/relationship tension”; lays out the four main categories of the negotiation process, and briefly notes the seven elements through which to measure a negotiation’s success.

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