The Master Negotiator
Why Are Some People Afraid to Negotiate?
Last week, a participant in one of our seminars sent us a question regarding the negotiation of a raise. When we talked with the participant, they stated that s/he had wanted to ask for a…
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Negotiation Tactic #27- Deflecting an Answer with a Great Question
Summary: Asking a question to redirect the conversation. It may not be in your best interest to answer a counterpart’s question if you do not have enough information to make an educated or appropriate response….
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Negotiation Tactic #26 – Forgive Me, for I Have Sinned
Summary: Apologizing for making a mistake or failing to meet all agreements. The ability to say, “I am sorry,” or, “I made a mistake,” is a strength, not a weakness. When you are humble, your…
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Negotiation Tactic #25 – Focus on the Future
Summary: Forcing a counterpart to let go of past issues and look at what’s ahead. Sometimes counterparts get into conflict and start blaming each other for negative things that have happened in the past. (This…
Read MoreEmployee Engagement, The Advisor
Go Beyond Engagement in Your Survey
We are often asked by clients, “How many questions are needed to measure engagement?” If you ask Gallup, the answer is 12 questions. We answer this question with another question: “What results do you want…
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Negotiation Tactic #24 – Would You Like the “Meal Deal”?
Summary: Attempting to upsell a counterpart by offering extras. One of the challenges everyone faces is the aggressive salesperson who pushes additional products or services. The perfect model of this tactic is the fast-food cashier…
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