Negotiating Tactics
Negotiation Tactic #36 – Making the First Offer
Summary: Being the first to put forth an offer in a negotiation. Some negotiators believe you should never make the first offer. We have watched negotiations stall because neither counterpart was willing to make the…
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Employee Engagement, The Advisor
Do You Know Who’s Planning Their Exit Strategy?
Fourth quarter is a popular time to conduct employee engagement surveys since many organizations want quantifiable data to begin their strategic planning process for the upcoming year. However, recently the individuals inquiring about conducting an…
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Negotiation Tactic #35 – Establishing a Fair Starting Point
Summary: Encouraging any partner interested in buying out another partner’s interest to make a fair and reasonable offer. Example Two business partners enter a buy-sell agreement that Establishes a Fair Starting Point in case either…
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Who Has the Power in a Negotiation?
In almost 30 years of working with clients to help them prepare for significant negotiations, I have frequently found that most negotiators buy into the false assumption that their counterpart has more power than they…
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Negotiation Tactic #34 – Whatever
Summary: Appearing indifferent to the outcome of a negotiation. With this tactic, one counterpart appears to be uninterested in the outcome of the negotiation. She simply encourages the other counterpart to follow through with the…
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Negotiation Tactic #33 – I’ll Think About It and Get Back to You Later
Summary: Putting off the decision to have more time for consideration. One of the tactics that can keep the door open in a negotiation is: “I’ll Think About It and Get Back to You Later.”…
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