Leading Change
How Constant Change Can Bring You Success
If you’re happy with the way everything currently is with your team or organization, and you don’t have plans to raise the bar, create new processes or products, improve services, or build an even stronger…
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Negotiating Tactics
Negotiation Tactic #79 – Standard Practice or Policy
Summary: Using the argument that “It’s always been done this way.” Standard Practice or Policy is a tactic used to convince a counterpart to proceed in a certain way simply because that way is “policy.”…
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Negotiation Tactic #78 – The Dead Fish
Summary: Raising an unreasonable deal point to distract a counterpart and get her to make a concession on another deal point. You place a deal point on the bargaining table that you don’t expect to…
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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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Employee Engagement, Quest Newsletter
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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Communication, Leadership, Most Popular Posts
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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Negotiation Tactic #74 – The False Alarm (Did I Forget to Tell You About…?)
Summary: Attempting to change the outcome of a negotiation after the counterpart thinks everything is settled. Have you ever been involved in a negotiation and thought you had concluded a deal, only to learn that…
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Communication, Leadership, Quest Newsletter
Avoiding the “Either-Or” Trap
A manager I’m coaching recently told me, “I can either do the job right and miss the deadline, or I can produce poor quality work and meet my boss’ deadline.” On a personal note, my…
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