Communication
Decoding Nonverbal Communication
Successful leaders know that being a good communicator is at the very foundation of any meaningful relationship, whether it be personal or professional. Not only are these leaders great communicators, they also have the ability…
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Negotiating Tactics
Negotiation Tactic #85 – You’ll Be Sorry
Summary: Moving a counterpart toward an unpleasant outcome, then threatening to push. When both sides in a negotiation have a great deal to lose if the negotiation fails and a great deal to win if…
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Leadership, Most Popular Posts, Quest Newsletter
How Bad Bosses Kill Employee Engagement
If you’ve ever worked for a bad boss, you’ve probably uttered these famous words …. “I don’t get paid enough to put up with this crap!” Bad bosses destroy morale and employee engagement and, more…
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Negotiation Tactic #84 – The Perfect Solution
Summary: Trying to influence a deal point by offering the ideal way to fulfill all of a counterpart’s needs. When your counterpart lays a proposal, solution, or deal point on the table, it’s a good…
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Negotiation Tactic #83 – Providing Negative Information
Summary: Using negative information about a competitor to affect a counterpart’s decision. Sometimes you can change the power and direction of a negotiation simply by Providing Negative Information. Example A saleswoman is making a product…
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Leadership
Bureaucracy: Who’s Responsible for the Red Tape?
When we think of power, we almost always think about people at the top of the food chain inflicting their power on others, and not the powerless employees on the front lines. When the Mayor…
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Negotiation Tactic #82 – How Would You Like to Pay for That?
Summary: Making an offer and assuming a counterpart will accept it. With this tactic, you make an offer and assume that your counterpart will take it. You’ve undoubtedly met salespeople who, before a negotiation has…
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Employee Engagement
Make Time for Fun at Work
Annually, The Great Place to Work Institute asks thousands of employees to rate their experience at work. Their rankings result in the “100 Best Companies to Work For.” 81% of employees working in these “great”…
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Negotiation Tactic #81 – The Power of Crazy
Summary: Doing something irrational to encourage a counterpart to concede deal points just to escape from the behavior. Once in a while it pays to do something crazy—something so irrational that your counterpart will concede…
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Negotiation Tactic #80 – Reward in Heaven
Summary: Promising something favorable in the future in return for concessions now. One counterpart in a negotiation may promise the other counterpart, “If you can meet my demands, I will reward you at a later…
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