When you’re making deals, what you say doesn’t matter as much as what you see and hear. After you build friendly rapport with your counterpart, shift into listening mode. Never volunteer any needs or raise your fears or concerns too early. Always let the other person be the first to make a claim or request. Work from there to respond and gradually look for openingsto assert your position. Meanwhile, maintain eye contact. Watch when someone suddenly changes facial expressions, starts itching or fiddles nervously with a pen or paper clip. This can reveal a lack of confidence or comfort that you can take advantage of. This works especially well if the speaker exhibits the most nervousness when making demands—in which case you can challenge those demands with bold counteroffers.
Most organizations still have much to learn and decide upon before the 2015 and 2016 deadlines. How is your organization using the time to prepare? What are your options… and what can you do now to minimize or avoid penalties? How can you estimate the amount of employer penalties to decide whether to offer health insurance in 2015 and beyond?...Click here to find out more.