Vision
The Three Types of Visions
TRANSCRIPT: Positive focus and a positive vision. I don’t wanna take away anything from the negative folks because I want you to know that negative people are some of the great visionaries of all time….
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Negotiation Tactic #50 – The Power of Competition
Summary: Using competitive bids to put pressure on a counterpart. In most businesses, The Power of Competition can be devastating. The seller, who knows that a customer can easily go to the competition for the…
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Negotiation Tactic #49 – Losing the Battle to Win the War
Summary: Conceding on a deal point that is not as important to one as the larger goal. To promote the long-term best interest of a relationship or accomplish a larger goal, conceding a deal point…
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Happy New Year!
As we enter the new year, we want to wish you all happiness, health, and success in 2013. May this be your best year yet!
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Negotiation Tactic #48 – Massaging a Big Ego
Summary: Appealing to a counterpart’s sense of power to get him to make a decision. Asking a question like, “Do you have the power to make this deal happen?” can be an effective tactic. Some…
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Negotiation Tactic #47 – Stalling for Concessions
Summary: Delaying a negotiation or decision to encourage the impatient counterpart to make a better offer. Salespeople are typically short on patience when they smell a deal in the air. In fact, sales trainers sometimes…
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Leading Change, Quest Newsletter
What Influences People to Change?
Oh, this is such a great question. Everyone reading this is most likely thinking of one employee or person in their life who is resistant to change. If you’ve ever had to fire an employee…
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Employee Engagement
8 Guidelines for a Successful Pay-for-Performance System
Top performers need to be rewarded based on their productivity and results. Organizations that have successfully implemented a well-defined pay-for-performance system understand that it’s almost impossible to have an engaged workforce that’s committed with both…
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Negotiation Tactic #46 – Electronic Shark in the Moat
Summary: Stalling a negotiation by creating the perception one is too busy to respond to a counterpart’s request. To be an effective negotiator, you need access to the person who has the knowledge and ability…
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Negotiation Tactic #45 – Persistence
Summary: Refusing to take no for an answer. If you have children, especially teenagers, you know that sometimes you may give in to their demands just to be able to get on with your life….
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