Negotiating Like a Child Works!
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When I was consulting for a major mutual fund company one of my contacts described in the compass of two words how her employees could wrap her around their little fingers:
“Whining WORKS!” she said, with some exasperation.
Whining, throwing tantrums, refusing to play nicely with others and pouting are generally considered to have no proper place in business. But that doesn’t mean they aren’t engaged in quite successfully in the 8-5 world.
Take the example of one bad boy I encountered at a software company. He wanted his own large, private space away from others. But instead of earning the proverbial corner office through years of toil he decided on a short cut.
He quite LOUDLY communicated with clients over the phone, irritating his cellmates, sorry, I mean his cube mates. Hopelessly distracted, they complained to management, and his superiors spoke to him, and he LOUDLY replied, “That’s JUST HOW I TALK, I GUESS!”
He got his corner office in short order, complete with a sound muffling door, bypassing the requirement of paying his dues and receiving the typical sequence of promotions.
He was absolutely, 100% aware of the effects he had on others, and his loudness was simply a negotiation ploy, that worked.
Bill Adler, Jr. published a book in 2006, titled: HOW TO NEGOTIATE LIKE A CHILD: UNLEASH THE LITTLE MONSTER WITHIN TO GET EVERYTHING YOU WANT. Some of his gambits include:
“Take your toys and go home.”
“Worry the other side that you might be sick,” and “Ask the person who’s most inclined to say YES.”
Hey, if you’ve been a kid or you’ve spawned some, you’re sure to recognize some of the tactics he covers.
If you don’t you’ve been playing in the wrong sandbox!
Are you looking for the Best Practices in Negotiation, Sales, Customer Service and Telemarketing? Need a top speaker, coach, or seminar? Contact us.
Dr. Gary S. Goodman is a top trainer, conference and convention speaker, and sales, customer service, and negotiation consultant. A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. His seminars are sponsored internationally and he is a faculty member at more than 40 universities, including UC Berkeley and UCLA. Gary’s sales, management and consulting experience is combined with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies.
His web site is: http://www.customersatisfaction.com and he can be reached at: gary@customersatisfaction.com. His blogs include: YOUR CUSTOMER SERVICE SUCKS! and ALWAYS COLD CALL! at: http://www.alwayscoldcall.blogspot.com
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