Negotiating Tactics
Negotiation Tactic #44 – No More Mr. Nice Guy
Summary: Taking back something that has already been agreed to. This tactic is particularly effective when your counterpart is not being honest or is pushing you to the end of your rope with excessive demands….
Read MoreThe Master Negotiator
The Raise Negotiation: 9 Possible Responses for Managers
In the last few weeks, I’ve heard two great stories regarding employees asking for a raise that boggle my mind. The first story is from a manager who told me that an employee who was…
Read MoreNegotiating Tactics
Negotiation Tactic #43 – Find Us an Umpire
Summary: Getting an unbiased third party to mediate a negotiation. When two counterparts do not have a history of working well together, using an intermediary, or “umpire,” to facilitate the negotiation can sometimes prove helpful….
Read MoreLeadership, Quest Newsletter
10 Traits of a Great Executive Team
The success, or the failure, of an executive team can be felt throughout the organization. Strong teamwork and communication at the top, trickles down through all levels of management, to frontline employees. However, when something…
Read MoreNegotiating Tactics
Negotiation Tactic #42 – Feeling Hurt or Betrayed
Summary: Appealing to a counterpart’s feelings by acting personally upset by an offer. Most negotiators want to avoid hurting someone else’s feelings. Tough negotiators don’t mind being ruthless, since they consider their actions just a…
Read MoreLeadership, Leading Change
5 Ways to Break your Status Quo Culture
When it comes to innovation and change, there will always be skeptics who feel a moral obligation to guard the current ways of doing things. They are famous for the line, “Not all change is…
Read MoreNegotiating Tactics
Negotiation Tactic #41 – If. . . Then
Summary: Making an offer that is contingent on specific conditions. This tactic, which is similar to The Trial Balloon, is used to check out your counterpart’s acceptance of your proposal. This tactic is based on…
Read More