Negotiating Tactics
Negotiation Tactic #44 – No More Mr. Nice Guy
Summary: Taking back something that has already been agreed to. This tactic is particularly effective when your counterpart is not being honest or is pushing you to the end of your rope with excessive demands….
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The Raise Negotiation: 9 Possible Responses for Managers
In the last few weeks, I’ve heard two great stories regarding employees asking for a raise that boggle my mind. The first story is from a manager who told me that an employee who was…
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Negotiation Tactic #43 – Find Us an Umpire
Summary: Getting an unbiased third party to mediate a negotiation. When two counterparts do not have a history of working well together, using an intermediary, or “umpire,” to facilitate the negotiation can sometimes prove helpful….
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Leadership, Quest Newsletter
10 Traits of a Great Executive Team
The success, or the failure, of an executive team can be felt throughout the organization. Strong teamwork and communication at the top, trickles down through all levels of management, to frontline employees. However, when something…
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Negotiation Tactic #42 – Feeling Hurt or Betrayed
Summary: Appealing to a counterpart’s feelings by acting personally upset by an offer. Most negotiators want to avoid hurting someone else’s feelings. Tough negotiators don’t mind being ruthless, since they consider their actions just a…
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Leadership, Leading Change
5 Ways to Break your Status Quo Culture
When it comes to innovation and change, there will always be skeptics who feel a moral obligation to guard the current ways of doing things. They are famous for the line, “Not all change is…
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Negotiation Tactic #41 – If. . . Then
Summary: Making an offer that is contingent on specific conditions. This tactic, which is similar to The Trial Balloon, is used to check out your counterpart’s acceptance of your proposal. This tactic is based on…
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Negotiation Tactic #40 – The Trial Balloon
Summary: Testing to see how firm a counterpart is on certain issues. Finding out how firm your counterpart is on the key issues is often helpful in a negotiation. You can get some information by…
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Negotiation Tactic #39 – Take It or Leave It
Summary: Sending the message that if the counterpart doesn’t agree to the offer, the negotiation is finished. An effective tactic used by negotiators is saying, “This is our best and final offer. Take It or…
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How to Keep your Emotions in Check While Negotiating
Emotions such as anger, fear, or not feeling valued have caused many negotiations to escalate out of control and have destroyed relationships. However, when channeled positively, emotions are a good thing. For example, empathy can…
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