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Tip 687: Refuse to negotiate with a missing person. |
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This technique has been perfected in car dealerships around the world. The rep who shows you the car always has to trot to the back room to see if the head honcho "will okay the deal you've cut." A more familiar version: An employee walks into your office and asks you to consider "sharing" an administrative assistant, proposing that the assistant work 40 percent of the time in your department and 60 percent in his or her department. You discuss the division of labor and percentages back and forth and finally state "your best deal'' for sharing salary and benefits. Then the employee announces that everything you've negotiated is subject to approval by the boss. |
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In effect, that means your "best deal" now becomes the starting point for the next round of discussions after you learn "what the boss said." To avoid putting yourself in this one-down situation, don't begin to negotiate until you are talking to the person who has authority to make a final decision. |
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Tip 688: Use tact in finding the real decision maker. |
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When you're unsure whether you're talking with the individual who has final authority, check the situation out with comments and questions such as these: "If you and I come to some understanding here, can we move ahead with the first step?" "If you and I can agree on the X issue, will anyone else have to okay the terms?" "Will you be making the decision alone, or is there someone else we should get input from?" "Do you deal with a committee or team on matters like this?" "How exactly do things work in your organizationdo individuals such as yourself make these decisions or must they all go through a project team?" "Who else do we need to consult about the specifications on this project before we can come to final terms?" "I'm sure you'll be advising other people about your plans heredo you mind if I sit in on those talks?" "I'd be happy to provide backup information by sitting in on other meetings that may be necessary in your coming to a final decision." Just be careful not to force the other person to admit powerlessness. |
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Tip 689: Set up a cooperative atmosphere. |
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When the other person feels like a loser in your discussions, you'll worsen your own position. Yes, work to get what you need, but work also to get the other person what he or she needs. Body language, tone, and word choice go a long way in establishing cooperation rather than competition. |
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Tip 690: Give something at the very beginning. |
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When you start a discussion, be gracious enough to offer something for the good of the others involved: give them a small gift, buy them dinner, spend |
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