Negotiating Tactics
Using Skillful Questioning in Negotiation
To develop a successful negotiation strategy, you have to know your counterpart’s needs and goals. Skillful questioning will help you gain this information. When to Ask Questions When is it helpful to ask questions during…
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Negotiating a Raise
Part 2: Meeting with your Boss Last week we started this two-part blog reviewing the steps to take before your negotiation. As we mentioned, preparing for a raise negotiation starts long before you have the…
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Negotiating a Raise
Part 1: Do your Homework before you Meet with your Boss Its never too early to prepare for negotiating a raise, although it is possible to prepare too late. Today we are posting part one…
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Negotiating your Next Car
Have I Got a Deal for You! By Jane Flaherty, Sr. Consultant Working as a consultant, I spend a considerable amount of time in my car. Recently, my old “beast of burden” topped 128,000 miles…
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The Ideal Negotiator
Sharks, Carp and Dolphins Basically, there are three different types of negotiators, which closely parallel the three different kinds of businesspeople discussed in The Strategy of the Dolphin by Dudley Lynch and Paul L. Kordis….
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Expansive and Open-Ended Questions
A Window into your Counterpart’s Mind Generally speaking, open-ended questions yield much more useful information than closed-ended questions. Open-ended questions often begin with who, what, where, when, how, or why. These questions tend to be…
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Successfully Using Emotions in Negotiation
Empathy Strengthens your Negotiation If you properly construct your reflective response, your counterpart’s natural reaction will be to provide more explanation and information. You will find the following tips helpful in learning to be empathetic….
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Interactive Listening Skills
How can you be sure that you understand the messages your counterpart is communicating? When negotiating, use interactive skills which include clarifying, verifying, and reflecting to be sure that you and your counterpart are on…
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Employee Responses to Organizational Change
Common Manifestations of Employees’ Anticipation of the Unknown
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Attentive Listening Skills
Great listening doesn’t come easily. It’s hard work. There are two major types of listening skills: attentive and interactive. The following attentive listening skills will help you uncover the true messages your counterparts are conveying….
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