O'Reilly logo

Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Example: Before and After

The following is an example of an employee negotiating with her boss, before and after learning negotiating skills:

Before

BOSS:

Sharon, I need you in Pittsburgh tomorrow to investigate the Apco claim.

EMPLOYEE:

But, Frank, I’m already working on several claims in Florida right now. You remember, that was last week’s fire!

BOSS:

I wish it could be different; you’ll just have to squeeze it in somehow! Let me know how it goes.

EMPLOYEE:

[Frustrated] Why is it always like this, Frank? I guess I have no choice, but this is really going to be a stretch.

BOSS:

I promise I’ll never do it to you again, Promise!

EMPLOYEE:

Yeah!

After

BOSS:

Sharon, I need you in Pittsburgh tomorrow to investigate the Apco claim.

EMPLOYEE:

It sounds like that’s top priority. As you know, I’m working on several Florida claims right now. But, if you really need me in Pittsburgh, I have several suggestions: Assign an extra person to Florida, and alert the Pittsburgh office that I’ll need a local person to work with me tomorrow. (Expand resources.)

BOSS:

That might work, but you said you had several ideas.

EMPLOYEE:

If the extra resources aren’t available, then slip the schedule on the Florida tasks for another week. (Extend the schedule.)

BOSS:

We could, but all these jobs are critical.

EMPLOYEE:

Okay, Frank, the only other time I have is serving on the Standardization Task Force. You could assign that to someone else. (Change specification or task.)

BOSS:

Okay, let me check out these options. I’ll call you ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required