Negotiating Tactics
Expansive and Open-Ended Questions
A Window into your Counterpart’s Mind Generally speaking, open-ended questions yield much more useful information than closed-ended questions. Open-ended questions often begin with who, what, where, when, how, or why. These questions tend to be…
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Successfully Using Emotions in Negotiation
Empathy Strengthens your Negotiation If you properly construct your reflective response, your counterpart’s natural reaction will be to provide more explanation and information. You will find the following tips helpful in learning to be empathetic….
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Interactive Listening Skills
How can you be sure that you understand the messages your counterpart is communicating? When negotiating, use interactive skills which include clarifying, verifying, and reflecting to be sure that you and your counterpart are on…
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Employee Responses to Organizational Change
Common Manifestations of Employees’ Anticipation of the Unknown
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Attentive Listening Skills
Great listening doesn’t come easily. It’s hard work. There are two major types of listening skills: attentive and interactive. The following attentive listening skills will help you uncover the true messages your counterparts are conveying….
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