Jack Nasher explains why he believes the real game changer in being successful in selling yourself, an idea or a product is to focus on the concept of fear. According to Nasher, it is important to do the research to identify a person’s pain points or what is keeping them up at night so you can provide or project a solution to these fears. Nasher points out that loss aversion is much more of a motivator than winning.
Author & Faculty Member at Stanford University
Jack Nasher is a visiting faculty member at Stanford University and a professor at Munich Business School. Oxford-educated and formerly with the German Mission to the UN in New York City, the European Court of Justices, and leading Wall Street law firm Skadden, he is the founder of the NASHER Negotiation Institute and has been recognized in the media as one of the leading experts on negotiation and deception detection. Nasher is the author of Convinced!: How to Prove Your Competence & Win People Over.
