![]() Negotiation is all about leverage and the value you bring to an organization. And often, an overly agreeable person won't engage in that process.įor all these reasons, a smiley face isn't going to tip the balance for you. Whenever I meet candidates who are too agreeable, I can't help but wonder: Are they completely out of options? Does this unwillingness to engage in the give-and-take signal how they'll interact with customers and vendors?Ĭollective genius comes from constructive conflict - when the deeper questions get asked and explored. Someone who only nods and says "yes" without countering on anything comes across as naive or, even worse, desperate. ![]() So how do you improve your negotiation strategy? If you can master the five rules below, then it won't matter if you're naughty or nice: But niceness that crosses the line into phoniness is a major red flag in both interviewing and negotiating. ![]() Of course, the goal is to get what you want and walk away with your relationship intact. "Negotiators should recognize that being nice may make it more difficult to claim a lot of value," the study's authors wrote in a Harvard Business Review article. They found that negotiators with a tough and firm communication style achieved better outcomes than those who were warm and friendly.
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