Negotiating Tactics
Negotiation Tactic #102 – Giving Up a Future Round Draft Choice
Summary: Conceding a deal point in the future to get what you want in the current negotiation. Example Recently, we had a family discussion about where to go out for dinner. I wanted to go…
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Leadership, Quest Newsletter
Leaders: “Get Shot Sooner” & Confront Tough Employees
I recently had a conversation with a Human Resources Vice President who was dealing with a difficult IT manager. We conducted an employee engagement survey every year, and this manager received anonymous complaints that he…
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Negotiation Tactic #101 – Switching Tactics
Summary: Changing gears and going with a different tactic when the previous negotiation strategy has not been working. When one tactic is not working, the worst thing you can do is turn up the volume…
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Leadership
Great Leaders Have a Laser Focus
To become a great leader, you need to be focused on achieving your vision, living your core values and accomplishing your goals. To be able to accomplish these ambitions and dreams, you need to have…
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Negotiation Tactic #100 – Reach for the Sky
Summary: Developing high goals for a negotiation will inevitably make you work harder to reach those goals. Your level of aspiration will probably be the single most important determinant of what you get out of…
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Negotiation Tactic #99 – A Positive Vision
Summary: Your outlook on the negotiation will affect the outcome. This is an important tactic to learn because when you have A Positive Vision of the outcome of a negotiation, you will most likely guide…
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Leadership, Quest Newsletter
Unpredictable Leaders Make Employees Crazy
Two recent client events brought to light the importance of building a reputation as a leader who’s consistent and predictable. First, we led a strategic planning retreat with the senior team that lead a division…
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Our Most Read Posts of 2013
To start your year off right, here are our top five most read posts of 2013: Little Things that Make a Big Difference in Leadership How Bad Bosses Kill Employee Engagement Effective Managers Do Things…
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Negotiation Tactic #98 – Acting the Bully
This tactic is one of several tactics we recommend you never use. Honest, credible negotiators don’t need to use this tactic. However, there will be times when this tactic will be used against you, so…
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Leadership
Characteristics of a Great Team
If you’ve been in business for any length of time, it’s likely that you’ve been a part of a dysfunctional team. On this dysfunctional team, there’s a good chance team members don’t communicate well, or…
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