Happy New Year to my readers. It has been a busy few months of travel, so I am getting back to my posts in the run-up to the publication of my third book. This week we will look at asking or simply “the ask.” Many negotiations fail because people don’t, or incorrectly ask questions as […]
Tactics in the Technocracy: Tactic 5 – ASPD
You have been there: you find yourself having to do business with someone who is rude, cuts you off, breaks the rules, disregards things outside their immediate interests, wings it on deals they voraciously pursue, breaches contracts with abandon but demands trust, is unable to empathize, and is totally indifferent to your asks in a […]
Tactics in the Technocracy: Tactic 4 – Anger
It has been a busy few weeks, but I am getting back to my weekly posts. This week we will look at anger. Real or staged, anger is potentially effective in adversarial proceedings. It is detrimental and even fatal to cooperative arrangements. It is not to be used in business partnerships, joint ventures, serial negotiations, […]
Case Study on Large IT Government Projects
case-study-large-government-it-projects
Tactics in the Technocracy: Tactic 3 – Aim High
Aiming high is the standard of many an opener. The “opener” is the first signal a negotiator is ready to negotiate. It may be in response to an offer (or a “counter offer”). Though this may seem easy, it may not only undermine your credibility, but also terminate the negotiation entirely if used incorrectly. If you […]
Living in a Negotiated World
When the emotions of fear or greed take over, things go awry in both private and public sector negotiation. War making is state action historically done for security; trade making is state action undertaken when mutual opportunity is sought. Ultimately, very powerful Super Sovereigns such as the European Union or the victors of World War […]
Tactics in the Technocracy: Tactic 2 Add Ons
The “add on” is a deal tactic that involves a small opener, such as a low price, and then adding essential elements to the deal that make the deal itself useful for both parties (these may or may not be assumed as part of the deal for example, product without shipping, eye glasses without scratch […]
Tactics in the Technocracy: Intro and Tactic 1: Ad Hominem Attacks
As a run up to the final stages to publication of my third book, Tactics in the Technocracy, I am posting a tactic, explaining, how it is used, and how to handle it. As my readers know, I look at a negotiation as three systems: strategic – things we do prior to the negotiation; operational – things […]
Have an upcoming negotiation?
Don’t wing it: http://ow.ly/fzYc302kNza
Negotiating with Crucial Clients
When negotiating with your most important customers, remember these strategies: http://ow.ly/6Ja93023vdL