Negotiating Tactics
Negotiation Tactic #95 – You Go First
Summary: Letting your counterpart vocalize his desired outcome first. Often in a negotiation, your counterpart will try to “test the waters” by attempting to have you vocalize your outcome first, giving them the advantage of…
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Negotiation Tactic #94 – You’ve Pushed Me Over the Edge
Summary: Giving up all direct communication with a counterpart. This tactic is reserved for the most difficult counterparts, when all other viable strategies have been exhausted. Once in a lifetime you are “blessed” with a…
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Negotiation Tactic #93 – Establishing Rapport
Summary: Getting to know your counterpart to establish a mutual trust. Although sharks would debate the value of this tactic, being nice and friendly helps build relationships. A counterpart is much more willing to work…
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Negotiation Tactic #91 – Jumping on the Bandwagon
Summary: Convincing a counterpart that everyone is doing it. One of the most powerful ways to sell a customer on the merit of your product is to convince the customer that everyone is using that…
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Negotiation Tactic #92 – One Foot on the Dock
Summary: Increasing penalties if the counterpart does not make a decision. This tactic, which is similar to No More Mr. Nice Guy, is useful when a counterpart starts making unreasonable demands or causing excessive delays…
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Leadership
How to Gain More Control as a Leader: Let Go
As a manager, just how controlling are you? Many managers have a high need to control the environment and their team’s work. In fact, managers with the highest need for control are labeled micromanagers. Other…
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Vision
Do Your Goals Have Wiggle Room?
I recently met a successful business owner on a flight from New Orleans to Los Angeles who said something about setting goals that challenged my way of thinking. When I asked him about his goals…
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Negotiation Tactic #90 – The Field Trip
Summary: Arranging for a counterpart to visit one’s site or the site of another customer. Any time you can get your counterpart to leave her office and visit your site or the operation/installation of one…
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Leadership, Quest Newsletter
Is Technology Undermining Your Ability to Be a Great Leader?
Technology brings us so many great things. It brings us the ability to access information quicker than we have ever done in the past. My daughter is studying the presidents in school so I asked…
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Negotiation Tactic #89 – The Ambush
Summary: Outnumbering the opposition. Showing up to a negotiation unexpectedly and in large numbers can have tremendous impact. Example A developer goes before the city council to try to get approval for a project. Much…
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