Negotiating Tactics
Negotiation Tactic #92 – One Foot on the Dock
Summary: Increasing penalties if the counterpart does not make a decision. This tactic, which is similar to No More Mr. Nice Guy, is useful when a counterpart starts making unreasonable demands or causing excessive delays…
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Leadership
How to Gain More Control as a Leader: Let Go
As a manager, just how controlling are you? Many managers have a high need to control the environment and their team’s work. In fact, managers with the highest need for control are labeled micromanagers. Other…
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Vision
Do Your Goals Have Wiggle Room?
I recently met a successful business owner on a flight from New Orleans to Los Angeles who said something about setting goals that challenged my way of thinking. When I asked him about his goals…
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Negotiation Tactic #90 – The Field Trip
Summary: Arranging for a counterpart to visit one’s site or the site of another customer. Any time you can get your counterpart to leave her office and visit your site or the operation/installation of one…
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Leadership, Quest Newsletter
Is Technology Undermining Your Ability to Be a Great Leader?
Technology brings us so many great things. It brings us the ability to access information quicker than we have ever done in the past. My daughter is studying the presidents in school so I asked…
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Negotiation Tactic #89 – The Ambush
Summary: Outnumbering the opposition. Showing up to a negotiation unexpectedly and in large numbers can have tremendous impact. Example A developer goes before the city council to try to get approval for a project. Much…
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Negotiation Tactic #88 – Pulling on Your Heartstrings
Summary: Using the power of the relationship with the counterpart to get concessions. Once in a while you may want to remind your counterpart of your long-term relationship or provide some specific details about your…
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Negotiation Tactic #87 – Setting a Time Limit
Summary: Imposing a time limit for making a decision. At any time during a negotiation, either party may Set a Time Limit on agreeing to a particular deal point. But remember, you don’t have to…
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Leading Change
10 Ways Organizations Can Stay Relevant
Thirty years ago, when you had a unique product, you knew you were probably going to be safe from a competitive price war for two or three years. Today, the time it takes a competitor…
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Negotiation Tactic #86 – Flattery or Sweet Talk
Summary: Appealing to a counterpart’s ego. One effective way to gain leverage in a negotiation is to use Flattery or Sweet Talk. When used effectively, flattery has the impact of motivating the counterpart to respond….
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