|
Peter Barron Stark
President
Subscribe
for Free !
Introducing our
newest book
Here's what our readers
are saying ......
Order Your Copy Today
Visit our website at
www.everyonenegotiates.com
for more great resources
on negotiation
Contact us!
Peter Barron Stark
& Associates
11417 W. Bernardo Ct.
San Diego, CA 92127
Phone: 877.727.6468
Phone: 858.451.3601
FAX 858.451.3604
|
Tactic #61- Appealing to Mother Teresa
Summary: Asking a counterpart for help.
Mother Teresa was world-renowned for recruiting
the help of others to achieve her goals. People found it difficult to
refuse Mother Teresa. Why? One reason was that she had an unwavering
passion for the causes to which she devoted her time. A second reason
was the way she set up a request. She would look a person in the eye
with genuine sincerity and state, “I have a problem and I need your
help.”
Looking your counterpart in the eye and saying, "I
have a problem and I need your help" can be very effective because this
tactic touches the part of human nature that wants to be strong and help
others. You are asking your counterpart to be as noble and giving
as Mother Teresa. Only a very cold person finds it easy to
respond, "I can't help you."
Example
An employee walks into his boss's office and
admits, "I have some problems and I need your help. I have
recently gone through a divorce, my rent has just increased, and my
oldest child is now going to college. I really like working for
you and this company. Is there anything you can do to help me earn
a higher income here so I don't need to go looking for a higher-paying
job?"
Counter
Of course, the manager could simply say "no."
Another option would be to issue the tactic of the Conditional No,
stating, "I cannot give you a raise today, but I will consider it in
three months when we start the next fiscal year." Third, utilizing
the tactic of There is More Than One Way to Skin a Cat,
the manager might suggest, "Although I cannot give you a raise in your
current position, we could talk about other positions in the company
that pay more money." Fourth, the manager may want to employ the
tactic of, "I'll Think About It and Get Back to You Later"
to buy some time. No matter which counter the manager chooses, he
should empathize with the employee, who is in a difficult situation.
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.
To view the latest issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number 1 The 80/20
Principle
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating
Tactics of the Week
|
