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Tactic #25 - Focusing on the Future
Summary: Forcing a counterpart to let go of
past issues and look at what's ahead.
Sometimes counterparts get into conflict and start
blaming each other for negative things that have happened in the past.
(This is as common in marriage as it is in long-term business
relationships!) Getting stuck in the past can make it very
difficult to create a win-win outcome, since all the negotiators are
busy blaming their counterparts or defending themselves. Under
these circumstances, it may be in your best interest to Focus on
the Future.
Example
A manager is counseling an employee about poor
performance on the job. Each time the manager brings up an example
of the employee's poor performance, the employee blames the specific
problem on the manager or another department. Since difficult
employees will defend their wrongful actions to their death, it is
helpful to Focus on the Future. It would be
appropriate for the manager to ask the difficult employee, "What will it
take to have you produce a quality product next week?" Even the
most difficult employees will help define the future.
Counter
If you are put in this situation and, for some
reason, do not want to be held completely accountable for the results of
the negotiation, the appropriate counter is the tactic of The
Safeguard. In the example above, the employee might reply,
"I will do what I can to produce a quality product next week, but if I
do not get all the information and cooperation I need from other
departments, I may not be able to accomplish that goal."
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 this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
2 - Power
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating
Tactics of the Week
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