Negotiating Tactics
Negotiation Tactic #94 – You’ve Pushed Me Over the Edge
Summary: Giving up all direct communication with a counterpart. This tactic is reserved for the most difficult counterparts, when all other viable strategies have been exhausted. Once in a lifetime you are “blessed” with a…
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Negotiation Tactic #93 – Establishing Rapport
Summary: Getting to know your counterpart to establish a mutual trust. Although sharks would debate the value of this tactic, being nice and friendly helps build relationships. A counterpart is much more willing to work…
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Negotiation Tactic #91 – Jumping on the Bandwagon
Summary: Convincing a counterpart that everyone is doing it. One of the most powerful ways to sell a customer on the merit of your product is to convince the customer that everyone is using that…
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Negotiation Tactic #92 – One Foot on the Dock
Summary: Increasing penalties if the counterpart does not make a decision. This tactic, which is similar to No More Mr. Nice Guy, is useful when a counterpart starts making unreasonable demands or causing excessive delays…
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How to Gain More Control as a Leader: Let Go
As a manager, just how controlling are you? Many managers have a high need to control the environment and their team’s work. In fact, managers with the highest need for control are labeled micromanagers. Other…
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