Negotiating Tactics
Negotiating a Raise
Part 1: Do your Homework before you Meet with your Boss Its never too early to prepare for negotiating a raise, although it is possible to prepare too late. Today we are posting part one…
Read MoreNegotiating Tactics
Negotiating your Next Car
Have I Got a Deal for You! By Jane Flaherty, Sr. Consultant Working as a consultant, I spend a considerable amount of time in my car. Recently, my old “beast of burden” topped 128,000 miles…
Read MoreNegotiating Tactics
The Ideal Negotiator
Sharks, Carp and Dolphins Basically, there are three different types of negotiators, which closely parallel the three different kinds of businesspeople discussed in The Strategy of the Dolphin by Dudley Lynch and Paul L. Kordis….
Read MoreNegotiating 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…
Read MoreNegotiating Tactics
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….
Read MoreNegotiating Tactics
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…
Read MoreNegotiating Tactics
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….
Read MoreNegotiating Tactics
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…
Read MoreNegotiating Tactics
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…
Read MoreNegotiating Tactics
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…
Read MoreHelpful Leadership Products
