Don't accept an initial chat with intermediaries. Set aside time only with people who can deliver what you want.
When you state your case for a raise, do you usually get the increase you seek? If you're trying to get better prices, products or services from a vendor, does the vendor immediately say "yes" to everything you request? What about when you're trying to convince co-workers to commit to something they're on the fence about? In the working world, gaining competitive advantage is all about skillful negotiations. "The Influence Game: 50 Insider Tactics from the Washington, D.C., Lobbying World that Will Get You to Yes" (Wiley/available in June) promises to take your negotiating game to the next level. Author Stephanie Vance is a veteran lobbyist and congressional aide who has spent decades deploying effective yet honest persuasion strategies to best position her interests. She also illustrates how these tactics work on a universal level in today's organizations. Vance currently serves as co-founder of Advocacy Associates, a D.C.-based consulting firm.
Dennis McCafferty is a freelance writer for Baseline Magazine.
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