Person
Neil Rackham
Researcher — negotiation behavior
Researcher whose 2003 book The Behavior of Successful Negotiators directly observed 48 professional negotiators across 102 real, high-stakes negotiation sessions — rather than artificial lab simulations — to isolate what actually separates consistently effective negotiators from average ones, across both the preparation stage and the negotiation itself. See Skilled Negotiator Behaviors (Rackham's Research), Rackham 102-Negotiations Behavior Study.
Discussed in
- Episode 223 — 223-what-sets-top-negotiators-apart