Negotiating Tactics
Negotiation Tactic #57 – The Ball is in Your Court
Summary: Presenting a problem to a counterpart and challenging him to come up with creative options for a resolution. This tactic is effective for encouraging your counterpart to come up with creative ways to achieve…
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Employee Engagement
Are Disengaged Employees Stealing From Your Organization?
When we work with leaders, we love to ask them, “How much can an employee steal from your organization before they get fired?” Almost always the leaders quickly respond by stating, “If an employee steals,…
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Negotiation Tactic #56 – The Puppy Dog
Summary: Offering a “trial” of a product or service to get the counterpart emotionally committed to the deal. The power behind The Puppy Dog tactic lies in letting your counterpart use the object she is…
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Vision
How to Build a Vision for Today and Tomorrow
What’s more important: a short-term or a long-term vision? The answer is… both. A vision is a clear mental picture of a future desired state, preferably written. A great analogy for a vision is a…
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Negotiation Tactic #55 – Building a Bridge
Summary: Sometimes you need to toss your counterpart a rope or build a bridge that provides a path to a win-win negotiation. Example Squeaky Clean, a window washing company, is trying to get a large…
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Negotiation Tactic #54 – Conditional ‘No’
Summary: Offering less than a counterpart is asking for, hoping to make her go away. This tactic is designed for all the really nice people in the world who find it just too difficult to…
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