The Bluff is the single most difficult tactic to identify. It occurs when the other side says things such as: “I have no room to move”; “That is the best I can do” or “I have a competitive bid that is 20% cheaper.” Most people trust that the other side is telling them the truth […]
Imagine this: you reach an agreement in a negotiation and the other side says: “I will send you the contract.” You gladly accept as it means less work for you. Unfortunately, many times the language in the contract may differ slightly from your understanding of the prior agreement. You suggest several changes and the other
Controlling the Contract Read More »
Recall when you were a young child gathered with your friends. You’re all in deep discussion about what game you’ll play together. Timmy suggests dodge ball, Susie offers a board game, and you too like the board game idea. Thus, your and Suzie’s democracy votes board game, while Timmy angrily refuses. Eventually, Timmy gives you
The man who discovered Oprah, Dennis Swanson, former Chicago TV exec, recalls how it all unfolded in 1983: “Well, you know, she had the best attorney in Baltimore, Ron Shapiro, who handled Brooks Robinson, a lot of the Orioles, who were a championship team at that time. The tricky part of it was, her contract
Ron Shapiro’s Role in the Early Years of Oprah’s Career Read More »
People may use three types of tactics to make you concede your pricing. They may start with “Give me a ballpark price;” “You have to do better than that;” and “Let’s Split the Difference.” Each of these is difficult to handle, and when combined throughout a discussion of price, they can create a “triple-whammy.” Let’s
Monetary Concession Read More »
Sometimes you may find yourself in a situation with two or more participants on one team, you’ll notice one partner acting very cordial and empathetic, where the other partner is extremely temperamental and demeaning. The “bad cop” threatens you and probably declares that there is “no reason to continue conversations.” Once you begin to fear
Have you ever found yourself in a situation where you’re in the process of solidifying a deal and the person you’re dealing with has got you handshake away from completion and then drops the infamous line, “This looks good, and now I’ll just have to ask my boss/client/wife/committee if this is acceptable before it’s final.”?
Virtual Training Partners is offering its Introduction to Corporate Training in 3D Virtual Worlds on Wednesday, April 27, 2011 at 12pm EST. This program will be of particular interest to Training Professionals who are interested in learning about the latest innovations in Avatar-based training techniques. During this one hour program, participants will: Learn the benefits and
VTP Corporate Training in 3D Virtual Worlds Read More »
Create a team on your side. It may consist of co-negotiators, experts in various aspects or good cop-bad cop, information sources, and devil’s advocates with whom you can role-play. Practice before you go to the table. Assess the other side and the members of their team. Who are their decision makers? Don’t get caught by
7. Strategy and Team Read More »
You will never achieve a lofty goal unless you aim for it. Where would you like to come out? What would be ideal/ if you don’t reach it, you will surely never get it. At the very same time, know where your bottom line is. How much will you give up to make the deal?
6. Highest Goal/ Walk Away Position Read More »
