LinkedIn Live: The Art of Discovery in Sales and Negotiation with Daylian Cain

LinkedIn Live: The Art of Discovery in Sales and Negotiation with Daylian Cain

Successful sales and impactful negotiations begin with one essential skill: discovery. The Art of Discovery in Sales and Negotiation delves into how asking the right questions, uncovering hidden needs, and understanding underlying interests can transform your outcomes.

Join experts Daylian Cain and Giuseppe Conti as they explore the psychology and strategy behind effective discovery. This engaging session will provide practical tools and real-world techniques to help you build trust, reveal critical insights, and position yourself for better deals and stronger relationships.


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Prof. Daylian Cain
Prior to joining Yale as full-time faculty in 2007, Daylian Cain was the Russell Sage Fellow of Behavioral Economics at Harvard. Cain teaches Negotiations, Sales, and Leadership at the Yale School of Management. Originally hailing from Nova Scotia, Cain has three master’s degrees and a Ph.D. in Business. He likes to say that he focuses on “why smart people do dumb things.”

Fun Facts: Cain has appeared as a special guest on National Geographic’s TV show Brain Games, and his poker avatar (“Raising Cain”) is one of the opponents you may face at Advanced Poker Training’s website.

Prof. Giuseppe Conti

Giuseppe Conti is the founder of CABL (www.cabl.ch), a firm that offers a range of customized training in the field of negotiation, influencing, and related areas.
Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents.
In 2019, he has become a Professor in Negotiation & Influencing. Giuseppe regularly runs workshops in four continents: over 145 different countries have attended his workshops.
In 2025, he was ranked #1 among the Top 30 Global Guru for Negotiation
Giuseppe is also a seasoned negotiator combining academic content with over 25 years of practitioner experience within blue-chip multinationals