Negotiating Tactics
Determining Your Counterpart’s Negotiation Style
Now that you have a general understanding of the different styles counterparts may use when negotiating, you may be wondering how to identify your counterpart’s specific style. There are three main ways: (1) general observation,…
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Behavioral Styles in Negotiation
Successful sales professionals have a positive vision of their success, know their subject matter and have a firm grasp of the negotiation process. In addition, they have a good understanding of people. Accomplished sales professionals…
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What’s Your Negotiating Style?
Are you an Amiable, an Analytical, a Driver or a Blend? Find out your negotiating style by participating in our unofficial study. In one month we’ll publish an infographic with the percentages…
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Pyromaniac Managers and Their Fire Brigade
Have you ever complained, “All I do around here is put out fires?” Even worse, do you have a boss who is the pyromaniac, setting the daily fires that you have to run around putting out? One urgent call, email, text or request can rec havoc on you and your team for the rest of the day. These alarms, most of them false, rob people of the time they need to do the truly important work… obtain the results they are paid to produce.
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Are you Working Faster to Produce Less?
Avoid the Multi-Tasking Monster to be More Productive Chances are good that you stopped an important task to read this article. If this is the case, you have come to the right place! While we’re…
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Productivity
If Only There Were More Hours in the Day…
Why wish for more hours in the day when we can make better use of the ones we’ve got? Wishing there were more hours in the day is just that: a wish. There are two…
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Navigating Organizational Change
This blog entry has been adapted from the August issue of The Quest for Workplace Excellence (sign up here) “We delight in the beauty of the butterfly, but rarely admit the changes it has gone…
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Three Keys to a Win/Win Outcome in Negotiation
Some negotiators have a strong reputation for consistently achieving win-win outcomes in their negotiations. To achieve this favorable reputation for yourself, keep the following guidelines in mind. Avoid narrowing the negotiation down to one issue….
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Blackmail, Bribes, Lies and W.I.I.F.M. – June 2010 Master Negotiator
Click here for printable version. “The most important persuasion tool you have in your entire arsenal is integrity.” – Zig Ziglar Blackmail, bribes, lies and a “What’s in it for me?” attitude are the ingredients…
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Using Skillful Questioning in Negotiation
To develop a successful negotiation strategy, you have to know your counterpart’s needs and goals. Skillful questioning will help you gain this information. When to Ask Questions When is it helpful to ask questions during…
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