Giuseppe Conti: Negotiation + Influence = Success
Make It Happen Mondays - B2B Sales Talk with John Barrows · 2025-09-15 · 55 min
Episode notes
What happens when 25 years of corporate procurement experience meets elite business school teaching? You get Giuseppe Conti —a world-class negotiation expert with a gift for turning complex tactics into everyday skills.In this episode, Giuseppe shares his journey from growing up in a family of teachers in Southern Italy to teaching negotiation and influence at institutions like Oxford and Cambridge. His new book, Negotiation + Influence = Success , distills a career’s worth of hard-earned wisdom into actionable strategies—and we break several of them down in this conversation.We cover tactical topics like: Who should make the first offer in a negotiation? How to handle procurement teams obsessed with price. How to influence internal stakeholders when you don’t have authority. Giuseppe blends humility, academic insight, and battle-tested experience in one of the most practical negotiation discussions we’ve had on the podcast. Whether you’re negotiating with a client, a boss, or your own team—this episode will sharpen your skills and change how you think about influence. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape?