Negotiating Tactics
Negotiation Tactic #47 – Stalling for Concessions
Summary: Delaying a negotiation or decision to encourage the impatient counterpart to make a better offer. Salespeople are typically short on patience when they smell a deal in the air. In fact, sales trainers sometimes…
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Leading Change, Quest Newsletter
What Influences People to Change?
Oh, this is such a great question. Everyone reading this is most likely thinking of one employee or person in their life who is resistant to change. If you’ve ever had to fire an employee…
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Employee Engagement
8 Guidelines for a Successful Pay-for-Performance System
Top performers need to be rewarded based on their productivity and results. Organizations that have successfully implemented a well-defined pay-for-performance system understand that it’s almost impossible to have an engaged workforce that’s committed with both…
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Negotiation Tactic #46 – Electronic Shark in the Moat
Summary: Stalling a negotiation by creating the perception one is too busy to respond to a counterpart’s request. To be an effective negotiator, you need access to the person who has the knowledge and ability…
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Negotiation Tactic #45 – Persistence
Summary: Refusing to take no for an answer. If you have children, especially teenagers, you know that sometimes you may give in to their demands just to be able to get on with your life….
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Negotiation Tactic #44 – No More Mr. Nice Guy
Summary: Taking back something that has already been agreed to. This tactic is particularly effective when your counterpart is not being honest or is pushing you to the end of your rope with excessive demands….
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The Raise Negotiation: 9 Possible Responses for Managers
In the last few weeks, I’ve heard two great stories regarding employees asking for a raise that boggle my mind. The first story is from a manager who told me that an employee who was…
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Negotiation Tactic #43 – Find Us an Umpire
Summary: Getting an unbiased third party to mediate a negotiation. When two counterparts do not have a history of working well together, using an intermediary, or “umpire,” to facilitate the negotiation can sometimes prove helpful….
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Leadership, Quest Newsletter
10 Traits of a Great Executive Team
The success, or the failure, of an executive team can be felt throughout the organization. Strong teamwork and communication at the top, trickles down through all levels of management, to frontline employees. However, when something…
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Negotiation Tactic #42 – Feeling Hurt or Betrayed
Summary: Appealing to a counterpart’s feelings by acting personally upset by an offer. Most negotiators want to avoid hurting someone else’s feelings. Tough negotiators don’t mind being ruthless, since they consider their actions just a…
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