Negotiating Tactics
Negotiation Tactic #7 – I’ll Meet You in the Middle
Summary: Selecting the midpoint between two counterparts’ offers. When two parties are apart on an issue and the negotiation seems to be at a stalemate, one counterpart can offer to split the difference with the…
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Negotiation Tactic #6 – Sharing Both Pros & Cons
Summary: Promoting full disclosure by informing a counterpart of both the positive and negative aspects of a proposal. This tactic is wonderful for promoting full disclosure in a negotiation, and it helps build stronger bonds…
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Negotiation Tactic #5 – Concede Small
Summary: Sticking to minor concessions in the opening rounds of a negotiation. Here’s a good rule of thumb: If you are going to concede in the opening rounds of a negotiation, Concede Small. Example You…
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Negotiation Tactic #4 – Asking an Open-Ended Question
Summary: Using an open-ended question to get more expansive or revealing information from a counterpart. Open-ended questions almost always start with who, what, where, when, how, or why. They play a strong role in negotiations…
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Negotiation Tactic #3 – Asking a Closed-Ended Question
Summary: Using a restrictive question to get a direct answer or specific bit of information from a counterpart. Anytime you are trying to win a concession or gain a deal point in a negotiation, Asking…
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Negotiation Tactic #2 – Referencing an Expert Opinion
Summary: Citing the opinion of an authority to gain clout. One of the more powerful tactics to utilize when presenting information in a negotiation is to cite the opinion of an expert. Example A man…
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Negotiation Tactic #1 – Is That Your Best Offer?
Summary: Pushing a counterpart to provide his best offer by implying that the offer “on the table” is unsatisfactory. A great way to practice your negotiation skills is to simply get in the habit of…
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Many Employee Engagement Surveys Reveal this Common Challenge: Cross-Departmental Communication
In the past two years, we have consistently noted that questions in our Employee Engagement Surveys related to cross-departmental communication are being rated less positively, regardless of the industry. A quick review of our data…
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Many Employee Engagement Surveys Reveal this Common Challenge
In the past two years, we have consistently noted that questions in our Employee Engagement Surveys related to cross-departmental communication are being rated less positively, regardless of the industry. A quick review of our data…
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Negotiating with a Silent Counterpart
Have you ever negotiated with someone that sits across the table from you, never changes their expression and doesn’t say one word? There is nothing more intimidating than to realize that you’re doing all the…
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