The 1 Thing Great Negotiators Do Differently: Wharton’s Richard Shell

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What separates good negotiators from great ones? In this episode of Negotiation Made Simple, Wharton professor Richard Shell, author of Bargaining for Advantage and one of the world’s foremost experts on negotiation, joins the show to share what he’s learned from decades of teaching Navy SEALs, CEOs, diplomats, and entrepreneurs how to win deals and build trust.

You’ll learn how to turn agreements into lasting commitments, how to use relationships as real leverage, and how ethics, psychology, and preparation all play a role in shaping outcomes. Somewhere in this conversation, Shell reveals the one thing great negotiators do differently—a simple habit that consistently separates the amateurs from the masters.

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