Better Manager 7th prelims:Better Manager 7th edition

■ Bothintrinsic and extrinsic motivating factors, and it is impos- sible to generalize on what the best mix of these is likely t ...

Managing expectations It is necessary to manage expectations. No reward offered through an incentive, bonus or performance-relat ...

to be effective, a pay-for-performance system has to meet the following stringent conditions: ■ There must be a clear link betwe ...

important way in which mutually reinforcing processes of finan- cial and non-financial rewards can operate. There are other form ...

Personal growth In Maslow’s (1954) hierarchy of needs, self-fulfilment or self- actualization is the highest need of all and is ...

Communicate to individuals and publicize generally the link between performance and reward – thus enhancing expectations. Selec ...

How to negotiate Negotiation is the process of coming to terms and, in so doing, getting the best deal possible for your firm, y ...

BUSINESS NEGOTIATIONS Business negotiations are mainly about the price and the terms for supplying goods or services. In their s ...

■ Attacks, hard words, threats and (controlled) losses of temper are treated by both sides as legitimate tactics and should not ...

rate of inflation, and to concede nothing that would raise the total cost of the package above 8 per cent. There was some debate ...

In the bargaining stage three meetings were held. At each of them the arguments of both management and union teams were the same ...

union by sheer force of argument that it meant what it said. The union accepted the offer after balloting its members. NEGOTIATI ...

Decide on your strategy and tactics – your opening offer, the steps you are going to take, the concessions you are prepared to ...

take notes and feed the negotiator with any supporting information needed, and the others to observe their opposite numbers and ...

confrontation on this issue and knew he would get little support from his members, who did not see new technology as a real issu ...

■ Negotiate on the whole package: never allow your oppo- nents to pick you off item by item; keep all the issues open so as to e ...

Arguing During the bargaining stage much of your time will be spent in arguing. Clear thinking (see Chapter 48) will help you to ...

■ Uttering threats– ‘Agree to what I want or I’ll call out the lads’; or ‘... I’ll take my custom elsewhere’. Never react to suc ...

offered more positively than at the bargaining stage: ‘If you will agree to settle at x, I will concede y.’ Doing a deal: You m ...

How to network Networks are loosely organized connections between people with shared interests. Increasingly in today's more flu ...