The Negotiator Magazine

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Z is for Zipped, or Keeping Your Mouth Zipped

Keeping your mouth shut, or zipped, is one way to keep the other side guessing. No matter how much they try to get you involved, if you can stay quiet and give nothing away, then you are in control of the negotiations. In "The Ransom of the Red Chief", O. Henry tells the story of the spoilt little rich boy who is kidnapped and held for a large ransom. Instead of giving in, the parents don't react at all to the ransom demands. As time goes by, they even feign a loss of interest in the boy's fate. The kidnappers meanwhile become so exasperated with the boys' antics and their unexpectedly long baby-sitting stint that they finally pay the parents to take the boy back!

So that’s the Negotiators’ Alphabet. 26 tactics that you can slip into any negotiation whenever you want to secure an advantage for yourself or your side. Rehearse and practice them until they’re automatic responses, and your reputation as a top notch deal-maker is guaranteed.

 

Eric Garner is Managing Director of ManageTrainLearn, the web site company that guarantees to make you a better manager, trainer and learner.

Eric is a graduate of the University of Cambridge and has many years’ experience as a HR manager and trainer. He is a Chartered Member of the UK Institute of Personnel and Development.  Eric Garner may be reached through his web site at http://www.managetrainlearn.com

Copyright © 2006 Eric Garner, ManageTrainLearn.com

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July 2006