Negotiating Tactics
Negotiation Tactic #53 – These Boots Are Made for Walking
Summary: Walking away from an unacceptable deal. In any relationship, the side with the least commitment to continuing the relationship has the most power. Being able to walk away from the bargaining table when the…
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Communication, Leadership
8 Practices of Emotionally Intelligent Leaders
As consultants, we often coach executives to help them build even stronger relationships with their bosses, peers, and direct reports. One of the most common reasons we’re called to work with executives is in the…
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Negotiation Tactic #52 – Feel, Felt, Found
Summary: Using empathy to show understanding for a counterpart’s concerns and to explain one’s own point of view. Feel, Felt, Found is effective for helping your counterpart understand your point of view. Example The buyer…
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Negotiation Tactic #51 – Putting It in Writing
Summary: Putting the terms of the agreement in writing to ensure that both parties are on the same page. Whenever you and a counterpart reach agreement in a negotiation, you should be the one to…
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Negotiating When You Hold Little Power
One of our teammates is in the market to buy a condominium. It wasn’t that long ago that it was darn near impossible to even give away a piece of real estate. On the street…
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Vision
The Three Types of Visions
TRANSCRIPT: Positive focus and a positive vision. I don’t wanna take away anything from the negative folks because I want you to know that negative people are some of the great visionaries of all time….
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Negotiation Tactic #50 – The Power of Competition
Summary: Using competitive bids to put pressure on a counterpart. In most businesses, The Power of Competition can be devastating. The seller, who knows that a customer can easily go to the competition for the…
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Negotiation Tactic #49 – Losing the Battle to Win the War
Summary: Conceding on a deal point that is not as important to one as the larger goal. To promote the long-term best interest of a relationship or accomplish a larger goal, conceding a deal point…
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Happy New Year!
As we enter the new year, we want to wish you all happiness, health, and success in 2013. May this be your best year yet!
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Negotiation Tactic #48 – Massaging a Big Ego
Summary: Appealing to a counterpart’s sense of power to get him to make a decision. Asking a question like, “Do you have the power to make this deal happen?” can be an effective tactic. Some…
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