The new framework
/in Leadership, Negotiations, Negotiations Skills/by SatishmehtaUSAAn epoch of economic change with radical outcomes is underway. It is an opportunity for us to adopt a new framework—other than a job.
The Crux
/in Negotiations, Negotiations Skills/by SatishmehtaUSASince the dawn of marketing, professionals have asked simple questions to construct objectives, strategies, and tactics. At the most basic level, the issues haven’t changed. WHO are you trying to: ? Address? ? Influence? ? Reach? If the answer is anyone and everyone, you are wasting time and resources. Step back and find your “specific […]
Negotiate over food
/in Negotiations, Negotiations Skills/by SatishmehtaUSASet the conducive environment Their office is their territory. Your office is your territory. In either case, there are interruptions…colleagues, emails, phone calls. Their office, you put up your guard. Your place, the other side will be tempted to put up their guard. Find a restaurant with a pleasing ambiance. You are at ease, and […]
“Yes, and…” vs. “Yes, but…”
/in Negotiations, Negotiations Skills/by SatishmehtaUSAIn her book, Improvisation for the Theater, Viola Spolin leads the actors through games and exercises that dynamically connect the players. What one player does and says is immediately sensed and responded to by the other player. And that, in turn, creates a spontaneous response in the first player. The players accept each other’s actions […]
Now or later
/in Leadership, Negotiations, Negotiations Skills/by SatishmehtaUSAThe quotes by world statesmen may be confusing without the right context. “There is more to life than increasing its speed.” – Gandhi “Never leave that till tomorrow which you can do today.” – Benjamin Franklin The tendency is to follow the most straightforward and comfortable path. But, almost always, the more robust way is the right […]
Salt in butter
/in Leadership, Negotiations, Negotiations Skills/by SatishmehtaUSAIt is tempting to invest resources and develop plans to grow and have a controlling position in your market. “Lock-in” contracts, specific terms and conditions, sticky services—there are countless ways we can make a customer move to a competitor disruptive. While these tactics can be hugely profitable (lower customer churn, recurring revenue, higher company value), […]
Give your reason and shut up!
/in Negotiations, Negotiations Skills/by SatishmehtaUSAThere is usually an excellent reason for something: for doing it, for not doing it. Often we tell the other party this reason. We then think of another idea, and we give that as well. Then a third reason occurs to us, and we add that in for good measure. The problem is that each […]