Make It Clear That You are Not the Final Decision-Maker
Pick someone to be the “CEO” who is allegedly empowered to give the OK — your wife, your best friend, your pet Fido. Hold up on negotiations to “call and check” to break the rhythm and gain a better position. — Michael Wheeler, Harvard Business School, Program on Negotiation
Sometimes a Tag-Team Approach Is Needed to Reach Closure
The first cohort of negotiators may settle some important issues but run out of gas when it comes to others. Changing the lineup may be especially useful if early negotiators have limited authority. — Michael Wheeler, Harvard Business School, Program on Negotiation
Call Ahead on Sleeping
Forgot to call and no room at the inn? When the marina is chockablock full, a cold brewski or a crisp “Jackson” pressed into the right palm could get you a night at the fuel dock — better than doing 360s around the harbor entrance until sunrise.