Negotiating Tactics
Negotiation Tactic #88 – Pulling on Your Heartstrings
Summary: Using the power of the relationship with the counterpart to get concessions. Once in a while you may want to remind your counterpart of your long-term relationship or provide some specific details about your…
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Negotiation Tactic #87 – Setting a Time Limit
Summary: Imposing a time limit for making a decision. At any time during a negotiation, either party may Set a Time Limit on agreeing to a particular deal point. But remember, you don’t have to…
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Leading Change
10 Ways Organizations Can Stay Relevant
Thirty years ago, when you had a unique product, you knew you were probably going to be safe from a competitive price war for two or three years. Today, the time it takes a competitor…
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Negotiation Tactic #86 – Flattery or Sweet Talk
Summary: Appealing to a counterpart’s ego. One effective way to gain leverage in a negotiation is to use Flattery or Sweet Talk. When used effectively, flattery has the impact of motivating the counterpart to respond….
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Communication
Decoding Nonverbal Communication
Successful leaders know that being a good communicator is at the very foundation of any meaningful relationship, whether it be personal or professional. Not only are these leaders great communicators, they also have the ability…
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Negotiation Tactic #85 – You’ll Be Sorry
Summary: Moving a counterpart toward an unpleasant outcome, then threatening to push. When both sides in a negotiation have a great deal to lose if the negotiation fails and a great deal to win if…
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Leadership, Most Popular Posts, Quest Newsletter
How Bad Bosses Kill Employee Engagement
If you’ve ever worked for a bad boss, you’ve probably uttered these famous words …. “I don’t get paid enough to put up with this crap!” Bad bosses destroy morale and employee engagement and, more…
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Negotiation Tactic #84 – The Perfect Solution
Summary: Trying to influence a deal point by offering the ideal way to fulfill all of a counterpart’s needs. When your counterpart lays a proposal, solution, or deal point on the table, it’s a good…
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Negotiation Tactic #83 – Providing Negative Information
Summary: Using negative information about a competitor to affect a counterpart’s decision. Sometimes you can change the power and direction of a negotiation simply by Providing Negative Information. Example A saleswoman is making a product…
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Leadership
Bureaucracy: Who’s Responsible for the Red Tape?
When we think of power, we almost always think about people at the top of the food chain inflicting their power on others, and not the powerless employees on the front lines. When the Mayor…
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