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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Negotiation Tactic #53 – These Boots Are Made for Walking
Summary: Walking away from an unacceptable deal. In any relationship, the side with the least commitment to continuing the relationship has the most power. Being able to walk away from the bargaining table when the…
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Communication, Leadership
8 Practices of Emotionally Intelligent Leaders
As consultants, we often coach executives to help them build even stronger relationships with their bosses, peers, and direct reports. One of the most common reasons we’re called to work with executives is in the…
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Negotiation Tactic #52 – Feel, Felt, Found
Summary: Using empathy to show understanding for a counterpart’s concerns and to explain one’s own point of view. Feel, Felt, Found is effective for helping your counterpart understand your point of view. Example The buyer…
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Negotiation Tactic #51 – Putting It in Writing
Summary: Putting the terms of the agreement in writing to ensure that both parties are on the same page. Whenever you and a counterpart reach agreement in a negotiation, you should be the one to…
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