Articles

How to avert an opponent’s ‘distraction techniques’ when negotiating

May 12, 2021
Opposing negotiators may use planned interruptions to distract, influence you, or manipulate your position. These tactics can be irritating at best and detrimental to the deal at worst, but they have only as much effect as you allow them to have.

Solidify agreement before moving on

May 12, 2021
When you finally reach agreement with someone, you may feel like moving on quickly so he or she doesn’t waver. That’s natural, but keep talking.

Winning negotiations is about a great start

May 12, 2021
Starting off a negotiation on the right foot is a surefire way to lead to a winning outcome. However, knowing where to step is not always clear. Here are three things you can do to make a sure first step.

At times, silence can be golden

April 14, 2021
Negotiating is about taking command of the conversation and pushing the discussion toward a resolution favorable to you, right? Not necessarily, says leadership consultant David Traversi.

Negotiation Quick Takes: May ’21

April 14, 2021
Negotiate on their turf—not yours … Made your point? Now pause … Original offers are just the start … Find conflict-resolvers during hiring

Phrases that can kill a deal

April 14, 2021
Did you know that using the seemingly innocent phrase “This is a good deal” in a negotiation can actually kill your deal?

Encourage healthy team competition

April 14, 2021
A little competition in the workplace can increase productivity and enhance employee motivation. Just make sure it doesn’t create needless divisions. Follow these guidelines to help employees and teams focus more closely on their objectives.

Don’t let disagreement turn nasty

April 14, 2021
Few of us enjoy dealing with conflicts in the workplace, but as a manager you can’t let unnecessary drama disrupt productivity. Take these steps to defuse disagreements before they turn ugly.

Deeper relationships, better insight

April 14, 2021
You know the importance of networking to advance your career—but you can also use networking techniques to help you do your current job better or enjoy it more. The key is crossing boundaries to seek out deeper relationships with people you normally encounter only in a superficial way.

Respect: How to earn it (and keep it)

April 14, 2021
You might have the formal authority of a leader, but you won’t get the results you want unless you’re able to earn your employees’ respect. Here’s how to show your team that you’re someone who deserves to lead.