Master this way to say "no" that doesn't kill your deals and instead leads to success.
The most dangerous negotiation is the one you don’t know you’re in. Last June, Taylor Swift wrote one of the most elegant confrontations in the history of individuals confronting multinational corporations. Ever. I was so blown away I had to write about it back then. Since then, what did her deference, elegance, and empathy achieve in confronting Apple about their unfairness?
James Donovan, played by Tom Hanks in Steven Spielberg’s “Bridge of Spies” goes to Berlin, Germany in 1961 to negotiate an exchange of “spies” between the US and the USSR. He was more successful than anything I ever did as the FBI lead international kidnapping negotiator. He was sent to bring home one American and came back with two, doubling the goal. Never once did he consider the concept of...
They’re selling. As soon as someone starts selling, you know their price is soft.
At a conference last week I was extolling the value of the label among other active listening skills. The next morning a participant told me he had taken what I said to heart and decided to try it, via email, with an employee.
Be empathic by showing gratitude and appreciation Make a focused comparison Ask a great “How?” question Use an effective pause
I received this from Ryan, one of the MBA students in the negotiation course we teach at Georgetown University’s McDonough School of Business (MSB). Ryan is a young “high potential”, like most all of the people who are at MSB in the MBA program. Sharp, hard-working, smart. A young rising star executive. He applied some of the hostage negotiation skills we teach in the class to a typical life...
Rule #1: Use the “Late-night FM DJ voice to deliver bad news. Rule #2: Give them fair warning (disarming empathy) and then deliver the bad news. Rule #3: Exit gracefully!