Book-Marketing Tip of the Day – December 9, 2015

Negotiating a book sale with a corporate buyer requires some of the same skills as playing poker. You need a little chutzpah, the creativity to recognize alternatives, the ability to assess odds, the willingness to take calculated risks, strategic empathy and bluffing when necessary. But unlike poker, selling is not a winner-take-all game. You can have more control of the outcome if you can manage the emotional tenor of a negotiating session to bring it to a win-win conclusion.