Communication, Leadership, Most Popular Posts
8 Ways to Boost your Emotional Intelligence
Most people believe that if someone has a high IQ and does really well in school (i.e., they are smart), they’ll be a good leader and have a highly successful career. Although being smart and…
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Negotiating Tactics
Negotiation Tactic #75 – The Choice is Yours
Summary: Giving a counterpart several acceptable alternatives to choose from. You can use this tactic when you have several alternatives that are acceptable to you. Salespeople are trained to use this approach to gain a…
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Negotiation Tactic #74 – The False Alarm (Did I Forget to Tell You About…?)
Summary: Attempting to change the outcome of a negotiation after the counterpart thinks everything is settled. Have you ever been involved in a negotiation and thought you had concluded a deal, only to learn that…
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Communication, Leadership, Quest Newsletter
Avoiding the “Either-Or” Trap
A manager I’m coaching recently told me, “I can either do the job right and miss the deadline, or I can produce poor quality work and meet my boss’ deadline.” On a personal note, my…
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Negotiation Tactic #73 – Funny Money
Summary: Breaking the price up into small increments to lessen the impact of the total amount. With this tactic, you break dollars and cents down into such small amounts that your counterpart doesn’t realize he…
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Negotiation Tactic #72 – Low- or Highballing
Summary: Making a ridiculously low or high offer. Example You’re trying to sell your house for $289,000 when your agent brings you an offer of $260,000 from a couple who saw the house over the…
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Negotiation Tactic #71 – Withdrawn Offer
Summary: Taking back an initial offer to keep from being taken advantage of. Truly withdrawing your initial offer may be in your best interest in some situations. This tactic can be used when you feel…
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Negotiation Tactic #70 – Apparent Withdrawal
Summary: Acting uninterested in continuing the negotiation. Although you sometimes may not want to go to the extreme of walking away from a deal, you may still want to give your counterpart the feeling that…
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Negotiation Tactic #69 – We’ve Never Done That Before
Summary: Citing lack of precedent as a reason for turning down a deal point. When you cite a precedent, you use something that has happened in the past to justify a current request, position, or…
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Communication, Quest Newsletter
Bridging the Gap in Multigenerational Communication
Our accountant pointed out an interesting bit of data related to our recent company phone bill: the youngest team member spent approximately 22 minutes on calls, and texted 1285 times, while the oldest team member…
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