Chris Hadnagy is brilliant. He is a master of the tactics and strategies required to persuade and influence. He shared a hypothetical in a recent episode of Negotiations Ninja. Base your pretext on the end goal Let’s say you’re about to enter a negotiation for a contract with a vendor. You know you’re up against other great vendors. The other problem? You know the other vendors are priced a little cheaper than you. Your initial thought…
How to Operationalize and Manage Labor-Based Contract
Let’s say you’re a procurement professional working to manage spend for labor contracts. You’ve broken down the hours, and you even understand the allocation of cost. You’ve done your homework to make sure money isn’t being hidden. Everything looks good, so you get a contract in place. The problem is—even if you’ve done it all on the front end—managing a labor-based contract at a site-based level is a significant nuisance. If it’s a time and…
How to Delegate Effectively
Dr. Mark Goulston recently took part in an interview about delegating effectively. So what does Dr. Goulston believe is the best way to delegate? He once heard a Senior Sales Manager with State Farm talk about a great approach, which he also advises. He notes that when you delegate something to someone, afterward, you don’t say, “Do you understand what I asked?” You say, “What do you understand that I asked you to do, and…
Jacqueline Twillie’s LATTE Negotiation Framework
How do we help women negotiate with confidence and close the gap? Jacqueline Twillie developed the LATTE Negotiation Framework to help women bridge the gap. She was preparing for a negotiation talk and wanted an acronym. She needed a simple way to break down negotiation that would ease nerves and open people’s minds to hear what she wanted to deliver. It’s a five-party acronym that’s a checklist. A pilot has a pre-flight checklist to ensure…
The Post-Settlement Settlement
Is there a way to optimize an agreement that’s already been made? Is there still time to make it better? What is the post-settlement settlement? Many people don’t see negotiation as a creative problem-solving process. They see it as haggling or bargaining. However, the point isn’t just to reach an agreement—but to reach an agreement that meets your needs as best as possible. Dr. Weiss was completing negotiation training with a recycling company. During a…