The Soul of the Deal

From a seasoned dealmaker, a guide to negotiating that "provides practical, expert guidance and tactics through vivid stories" (Rob Markey, New York Times-bestselling coauthor of The Ultimate Question 2.0). The Soul of the Deal effortlessly teaches unconventional transactional strategies that are radically changing the approach of business buyers and sellers, investors, CEOs, and entrepreneurs. Their origin? Selling encyclopedias door-to-door, following the Grateful Dead for a lifetime, and closing 400+ successful deals. Marc Morgenstern's music-fueled philosophy that people (not spreadsheets) are the epicenter of every business interaction took him from Silicon Valley to Shanghai as principal, advisor, or counsel, as well as to the Board of the Rock and Roll Hall of Fame. Tangible takeaways-captured as "Morgenstern's Maxims"-punctuate every chapter of this entertaining blend of memoir and business book that addresses the unchanging human, emotional, and tactical aspects of negotiating-stressing humor, real-time spontaneity and flexibility, empathy, and engaged listening as pathways to expanded negotiating and operating success.