DomDolf
Posts: 363
Joined: 7/11/2008 Status: offline
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quote:
ORIGINAL: NorthernGent quote:
ORIGINAL: DomDolf I don't negatively take advantage of those I work with I use my understanding of strength and weaknesses to place them properly within the team. I appreciate that strengths and weaknesses have to be indentified and harnessed, in order to achieve the optimum. I don't believe it requires 'psychological domination', however, to achieve this. Presumably, they've been assessed at the interview stage, and their role in the team follows from contract agreement; any move to renegotiate the contract through 'psychological domination' may effect an uncomfortable working life on your part. I would steer clear from exercising your authority in any manner that is outside of your work contract; presumably there is no clause in the agreement to the effect that you should use "psychological domination to achieve results". Plus, do you not have a customer code of ethics? Something along the lines of: "honesty, courtesy, professionalism and fairness when dealing with customers". While I understand that negotiation is a difficult beast to master, and that sometimes people will not necessarily lay their cards on the table while negotiating, I think it is a delicate matter as most businessmen are sharp, and will spot any attempt at manipulation a mile off; consequently, they'll want to fight fire with fire. Presumably they have something you want and you have something they want: I'd advise on focusing on this when negotiating the situation, rather than attempt to control people who really don't want to be controlled. quote:
ORIGINAL: DomDolf I only take risks where all factors are known and I do not take them with an individual's well-being. Dolf It's certainly wise to understand that which you're dealing with and consider the impact of your actions on well-being. Yet you can't eradicate risk when dealing with an individual; all you can do is manage the risk, and then it comes down to a question of whether or not you have the skills and knowledge to manage this risk competently. I have a "style of management" that does not harm others. I treat my clients with the utmost of respect and they receive top quality service, support and consultation from me and our staff. Yes we have a code of ethics. We abide by it almost fanatically. I am not talking about customers. I am talking about vendors mainly... sales people. I consult in areas that I understand and my clients do not have the best grasp of. These sales people will run them into the ground with unnecessary BS if the customer doesn't deal with them with complete knowledge. Me and my team provide that for the client. I negotiate constantly. The vendors don't necessarily love to see me in a meeting, but they know they better be accurate and fair. They know they are facing RFPs and don't get the easy ride to the money. My customers are assured that they have received the best products, options and deal with no filler or fluff. Salesmen come and go and are not always as wise as my clients. This is one reason sales is a tough place to be. I think you misunderstand me if you believe that I would show my understanding of psychology in a way that would indicate unfair manipulation. It seems common to interpret use of psychology as sly manipulation. We all use knowledge to benefit us. I use my knowledge of certain human attributes to understand where the person or persons I am dealing with may be coming from. I will also use knowledge of their corporate history, current market position, future projects, past success and failures, specific personal knowledge, etc. When I see a vendor getting nervous about their bottom line in a deal I make sure to tell them that I will be fair, but they will have to justify their proposals. Sometimes they are good at justifying and sometimes they are not. I am always fair. If I weren't I would lose clients because the vendors would refuse to deal with me. It brings me no pain to see them sigh when they see me but they still sit at the table and return the calls. Mission accomplished. Dolf
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