The Master Negotiator
When Should you Involve a Third Party in your Negotiation?
A client emailed us asking if they should get a third party involved in the short sale of their home. This was a great question. On a short sale, which is when a homeowner is…
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Negotiation Tactic # 21 – Putting the Most Difficult Issue Last
Summary: Leaving the most difficult issue for the very end of the negotiation. With this tactic, Isolating Agreement is taken to the extreme and the single most difficult issue is left for last. One example…
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7 Reasons Employee Engagement Surveys Fail
If you gathered 100 Human Resource professionals together in the same room to discuss the benefits of conducting employee engagement surveys, we would bet that half of the group would sing the praises of conducting…
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Productivity
6 Steps to Conquer Perfectionism
When I think of perfectionism, or, as Seth Godin calls it, fear of shipping, I’m reminded of a commercial from several years ago of a young man with crutches struggling to climb a flight of…
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Negotiation Tactic #20 – Isolating Agreement
Summary: Discussing the issues that can be easily agreed on before addressing the difficult issues. In complex negotiations, there are usually many deal points that need to be discussed and negotiated. Issues such as price,…
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Negotiation Tactic # 19 – Moving the Goalpost
Summary: Adjusting goals when it appears the original goals are unobtainable. Sometimes you may be unable to accomplish your negotiation goals. In those instances, it may be best to quickly switch goals. For example, if…
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Negotiation Tactic #18 – Clarifying the Ground Rules
Summary: Creating rules to help enable a win-win negotiation. Although creating ground rules for conducting a negotiation is not necessary with the majority of counterparts, it may sometimes be in your best interest to do…
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Always Counter the First Offer in a Negotiation
One of the most frequent questions I am asked is, “Should I counter or should I accept the first offer?” This is usually followed by, “I don’t want to jinx my deal by countering when…
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Negotiation Tactic #17 – Sweetening the Deal
Summary: Adding an extra or add-on to make a deal work. At times you may need to add a little something extra to make a deal work. For example, a salesperson may decrease the price…
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Communication, Leadership
Leadership Lessons from Great Teachers
Need Leadership Inspiration? Borrow from Your Favorite Teachers Think back to your school days. Who were your favorite teachers? Most likely, they were not the teachers who taught straight out of the book, reading word-for-word….
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