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Tactic #59 - The Threat
Summary: Warning that there will be an
unpleasant outcome if a satisfactory deal cannot be reached.
The
Threat is one of the most pervasive tactics utilized by counterparts
who cannot achieve their goals or resolve their differences through
normal one-on-one communication.
Example
A manager suspends an employee for one week for insubordination. The
employee responds, “You had better think twice about what you are doing
to me. When I leave here, I’m going to file a grievance with the union,”
or “I’m calling my attorney.”
Counter
The manager might ask questions to gain information that would clarify
exactly why the employee feels the need to contact a lawyer or file a
grievance. For example, the manager might respond, “Of course, you have
the right to contact an attorney or a union representative. How will
that help you in your current situation?” A second effective counter
would be the tactic of Focusing on the Future. The manager might
ask, “What do you feel we could do differently next week so we don’t
encounter this problem again?”
Note that we are not saying that employees should not utilize the law to
rectify wrongs, or that union members should not file a grievance when
management has dealt unjustly with them. What we are saying is that
these tactics take time and money. We are also saying that when the goal
is to build long-term win-win relationships, resolving a negotiation
without beginning a lawsuit or filing a grievance is better—if the
issues can be satisfactorily resolved without these alternatives.
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by
Peter Stark and Jane Flaherty.
Negotiations in
the business world can be challenging, but sometimes the most
difficult negotiations are the ones closest to home.
Ask the
Negotiator
Dear Peter,
My
sister has been dating a new guy, Paul, for several months. She
recently called and said, “Christmas is coming and Paul’s family is
across the country so I was thinking of inviting him for Christmas
dinner.” I’m not sure Paul is a “keeper” and will fit in with the
rest of the family and in the past we have only shared Christmas
dinner with our immediate family. How do I negotiate this with her?
Sincerely,
Greg
Dear Greg,
Your sister started the negotiation by using the tactic of The
Trial Balloon to see what your response would be. By saying she
was “thinking” about inviting him she was simply “testing the
waters” to see what you would say. If you really don’t want Paul
around on Christmas, you can counter with the tactic, “We’ve
Never Done That Before,” and remind your sister that your family
tradition has always been immediate family only and you don’t think
it is a good idea to break that tradition. Perhaps you can find
another night during the holidays when you can invite him over.
Happy Holidays,
Peter
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge to patti@pbsconsulting.com.
If your challenge gets published, we'll send you an autographed copy
of The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty ($14.95 retail)
WOW!!
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
10 Trustworthy Negotiations
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
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