Negotiating Tactics
Negotiation Tactic #77 – The Decoy
Summary: Making a big issue of something unimportant in order to gain a concession that matters more. With The Decoy, you make a big issue of something you don’t care much about when you are…
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How to Build a Great Employer Brand
By Peter Stark and Amanda McDoulett (Marketing Coordinator) A New York Times article recently upheld the important role the family narrative plays in a healthy family. The term narrative refers to a story that’s pieced…
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Negotiation Tactic #76 – Never Saying “Yes” to the First Offer
Summary: Avoiding immediate agreement to a counterpart’s offer to prevent the impression that the negotiation was too easy. Have you ever felt that you paid too much for something? Chances are you felt that way…
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8 Ways to Boost your Emotional Intelligence
Most people believe that if someone has a high IQ and does really well in school (i.e., they are smart), they’ll be a good leader and have a highly successful career. Although being smart and…
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Negotiation Tactic #75 – The Choice is Yours
Summary: Giving a counterpart several acceptable alternatives to choose from. You can use this tactic when you have several alternatives that are acceptable to you. Salespeople are trained to use this approach to gain a…
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