Negotiating Tactics
Expansive and Open-Ended Questions
A Window into your Counterpart’s Mind Generally speaking, open-ended questions yield much more useful information than closed-ended questions. Open-ended questions often begin with who, what, where, when, how, or why. These questions tend to be…
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Successfully Using Emotions in Negotiation
Empathy Strengthens your Negotiation If you properly construct your reflective response, your counterpart’s natural reaction will be to provide more explanation and information. You will find the following tips helpful in learning to be empathetic….
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Interactive Listening Skills
How can you be sure that you understand the messages your counterpart is communicating? When negotiating, use interactive skills which include clarifying, verifying, and reflecting to be sure that you and your counterpart are on…
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Employee Responses to Organizational Change
Common Manifestations of Employees’ Anticipation of the Unknown
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Attentive Listening Skills
Great listening doesn’t come easily. It’s hard work. There are two major types of listening skills: attentive and interactive. The following attentive listening skills will help you uncover the true messages your counterparts are conveying….
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Making the Sale by Building Trust while Negotiating
Demonstrate your competence. Convincing your buyer that you have both the expertise and the will to support your end of the negotiation builds trust. We are all more comfortable with someone we can look to…
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10 Ways to Lose a Negotiation – May 2010 Master Negotiator
Click here for printable version. “Your ability to negotiate, communicate, influence, and persuade others to do things is absolutely indispensable to everything you accomplish in life.” -Brian Tracy Recently, a seminar participant came up to…
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15 Rules of Negotiation
Negotiation is a process that can be learned By following the 15 rules outlined here–and practicing, practicing, practicing–you can perfect your skills at negotiating deals in which everyone wins. Remember, everything is negotiable. Don’t narrow…
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Negotiating with a Bully, Shark or, Jerk… What Should You Do?
Based on our research from seminars and training on negotiation skills, we have learned that the most difficult person for many people to negotiate with is a bully, more effectively referred to as a shark…
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Nonverbal Communication in Negotiation
Gesture Clusters Many skeptics argue that it is difficult determining what someone is thinking by singling out one gesture-and they are right. A single gesture is like a single word; its true meaning is vague…
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