I've started never split the difference (his examples are kind of bullshit because your prospect can just walk away from a deal) but rather than a book I was wondering if anyone had a good resource for negotiation.
I am thinking more in terms of process, do and dont's, ways to structure the call etc. the specifics will be relative to your company.
I was on a call today with procurement and while it looks like I will close the deal, I feel like I had only a basic plan for the call and feel like some structure from an outside perspective would be helpful.
