The Master Negotiator
Who Has the Power in a Negotiation?
In almost 30 years of working with clients to help them prepare for significant negotiations, I have frequently found that most negotiators buy into the false assumption that their counterpart has more power than they…
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Negotiation Tactic #34 – Whatever
Summary: Appearing indifferent to the outcome of a negotiation. With this tactic, one counterpart appears to be uninterested in the outcome of the negotiation. She simply encourages the other counterpart to follow through with the…
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Negotiation Tactic #33 – I’ll Think About It and Get Back to You Later
Summary: Putting off the decision to have more time for consideration. One of the tactics that can keep the door open in a negotiation is: “I’ll Think About It and Get Back to You Later.”…
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Negotiation Tactic #32 – Launching a Tangent
Summary: Bringing up information unrelated to the negotiation issues. Some counterparts specialize in inserting a tangent, or side issue, into a negotiation that has absolutely nothing to do with the negotiation being discussed. Example A…
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Tips
7 Tips to Raise your Employee Engagement Survey’s Participation Rates
A common question we receive from new or potential survey clients is “How do you get such high participation rates?” For an employee survey, a participation rate of 50% to 60% is considered industry standard…
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Negotiation Tactic #31 – Playing a Broken Record
Summary: Repeatedly stating a position and refusing to look at options. One of the most difficult negotiators to deal with is the unilateral thinker who can see only one possible outcome to a negotiation. This…
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Should You Turn that Job Offer into a Raise?
This sounds like every employee’s dream. You have accepted an offer of employment with a new company. You like the company, you like their benefits, and best of all, you like your new salary. It’s…
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Negotiation Tactic #30 – I Feel Your Pain
Summary: Actively listening to a counterpart and empathizing with his feelings. A counterpart who feels you do not understand his feelings, needs, or goals may build up a defensive wall. Breaking through that wall could…
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Negotiation Tactic #29 – If You Were in My Shoes
Summary: Asking a counterpart what he would do if the position were reversed. If your counterpart asks for something that is totally unreasonable or does not make good business sense to you, a great question…
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Negotiation Tactic #28 – Calling Your Bluff
Summary: Telling a counterpart to go ahead and act on a “threat” or “challenge” she has issued. Once in a while, one party in a negotiation may say something outrageous in the belief that his…
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