Invokes the mysterious Get past them! Diplomatically, pull in the “they” I could help you” true decision maker and “Wish told me to tell you negotiate with that “They The Apologist person directly ….” of my hands” “Out Not a true decision maker Evasive and slow! YOU have to pick up Can’t get anything done some of work! Not clear on goals Manage their schedule Cancels meetings; Hold them accountable The Corporate Sloth doesn’t show up for Do some of the legwork meetings and data gathering for Negotiation drags on and them on Drive the process yourself the Sloth will not get it – done! ©Alan Wheelock River Consulting alan@jonesriverconsulting.com 781-588-7537 Building the market value of your business
The Apologist Invokes the mysterious “they” “Wish I could help you” “They told me to tell you ….” “Out of my hands” Not a true decision maker Get past them! Diplomatically, pull in the true decision maker and negotiate with that person directly The Corporate Sloth Evasive and slow! Can’t get anything done Not clear on goals Cancels meetings; doesn’t show up for meetings Negotiation drags on and on YOU have to pick up some of work! Manage their schedule Hold them accountable Do some of the legwork and data gathering for them Drive the process yourself – the Sloth will not get it done! ©Alan Wheelock River Consulting alan@jonesriverconsulting.com 781-588-7537 Building the market value of your business
Negotiating-Styles-Outline-in-Table-Format-Alan-Wheelock.docx