Clint Watts, former FBI agent, wrote a recent book “Messing with
the Enemy” and offers some helpful suggestions.
For your work on Platforms:
1. Ask whether the benefits outweigh the costs. Try to
minimize social media.
APP: Use Moment to monitor your time commitment.
2. Pop or drop our preference bubbles.
Know why we ‘like,’ tweet & share items
3. Listen or read those who oppose our preferences.
They provide the needed
reconnaissance for opposites.
4. Pick experts who are good critical thinkers. EOA
A. they have experience in their field and in the topics they
B. they have many observations in their field
C. they go through a deliberative process (analysis)
to arrive at conclusions. Structured evaluation, ask questions.
About where you seek and obtain your news, consider the abbreviation CMPP
Competency- source capable of knowing, gathering, and understanding
the information they provide
Motivation- why is the source providing the information
Product- type of information- audio, print, online, video, social. .
Each type conveys different meaning and
impressions of reality.
Process of collection- were sources primary or secondary.
Was the data selected to favor a position?
Is contrary data considered and tested?
1 Norman E. Rosenthal,
THE GIFT OF ADVERSITY: The Unexpected
Benefits of Life’s Difficulties, Setbacks and Imperfections.
2. Ray Dalio PRINCIPLES Simon and Shuster NY 2017
3. Edward De Bono SIX THINKING HATS; Revised and
Brown and Company Boston 1999
4. Peter Post EMILY POST THE ETIQUETTE ADVANTAGE
PERSONAL SKILLS FOR
PROFESSIONAL SUCCESS William Morrow 2014
5. Robert Sapolsky, BEHAVE: THE BIOLOGY OF HUMANS AT OUR
BEST AND WORST
Penguin Press NY 2017
6. Amy Chua POLITICAL TRIBES: GROUP INSTINCT AND THE FATE OF
Penguin Press, NY 2016
7. Sherry Turkle RECLAIMING CONVERSATION: THE POWER OF TALK
IN A DIGITAL AGE, Penguin
8. Michael Breus THE POWER OF WHEN: DISCOVER YOUR CHRONOTYPE
AND THE BEST TIME TO
EAT LUNCH, ASK FOR A RAISE, HAVE SEX, WRITE
A NOVEL AND MORE, Little Brown and
Company NY 2016R
9. Daniel Pink WHEN THE SCIENTIFIC SECRETS OF PERFECT TIMING
Riverhead Books NY 2018
10. Malcolm Nance THE
PLOT TO HACK AMERICA Skyhorse
Publishing NY 2016
11. Steve Sashihara, THE OPTIMIZATION EDGE: REINVENTING DECISION
MAKING TO MAXIMIZE ALL
YOUR COMPANY’S ASSETS, McGraw Hill NY 2011
12. Peter Bruce Andrew Bruce, PRACTICAL STATISTICS FOR DATA
O’Reilley Media 2017
13. Malcolm Nance THE PLOT TO DESTROY DEMOCRACRACY Hatchette 2017
14. Yuval Noah Harari 21 LESSONS FOR THE 21st CENTURY,
Spiegel & Grau NY 2018
15. Carl Zimmer A PLANET OF VIRUSES 2ND EDITION
University of Chicago
Press, Chicago London 2015
16. Steven Brill TAILSPIN:
THE PEOPLE AND FORCES BEHIND AMERICA’S
50-YEAR FALL- AND THOSE FIGHTING TO REVERSE IT, Alfred
Knopf NY 2018
17. Jaron Lanier TEN
ARGUMENTS FOR DELETING YOUR SOCIAL
One of the skills not often addressed in our formal education
is audience analysis. It is one of the wise skills that we need
to develop in our career.
Dealing with problem solvers: Black hat thinking
Here are the major problems, brainstorm possible causes and
Eliminate weak points; develop back up plans.
Dealing with data analyzers who seek trends: White hat thinking
This is what we know [charts and statistics], all the hard
numbers and outcomes. What can we learn from them?
What is missing or how can we fill in detail?
What are situational or critical trends?
Dealing with people integraters who seek collective good
feelings. Red hat thinking
Appeal to shared goal and appeal to team spirit and coordinating
efforts. Each one is important. Give everyone attention and
Dealing with innovators and new approach, different angle
people Green hat thinking
This is an opportunity to be open minded and go outside
routine or casual solutions to problem or possibilities. Pursue
creative ideas with little or no criticism/ rejection.
Dealing with optimists Yellow hat thinking
This is a group to whom you present benefits and future
positive outcomes and implications. Don’t give up now,
hard work and persistence will pay off. Realize and
restate your strengths and the pay-offs will soon be realized.
Did you view the Netflix video on AlphaGo defeating
the top Go player in the world? I saw it this week. It
may be time for us to seriously consider using software
to design organic synthesis routes.
We live in a fast paced world with many unexpected
directions and influences. One item that can keep us
moving forward is optimism from leaders in our
organizations. We highlight a whole issue of a
COMPUTER ALGORITHMS FOR ORGANIC SYNTHESIS
software to optimize synthetic route in Aldrichimica
Acta in a recent issue. He highlighted Milipore
Sigma’s purchase of Grzybowski Scientific Inventions
organic software tool.
that it has become more figuring out what to synthesize
rather than how to synthesize particular molecules
based on a discussion of an Angewandte Chemie
OPTIMISM IN LEADERSHIP
Think about what helps us move forward…optimism
is a force multiplier, as military leaders say….
Fast company highlights over a hundred ways
cited leaders supply leadership. When I read
the methods most are what many of us would think
of ourselves. Read through it to see how you feel your
leaders are providing leadership….
- don’t overthink - attach meaning
- grow from setbacks - wow your customers
- listen - let your actions speak for you
- play nice - obey the golden rule
- focus - nix multitasking
- go the extra mile
When you are surprised by someone or an event, you
may not be ready to do the right thing. Right? We
always recommend the importance of preparation.
The same is true of of daily agendas and decision making
and acceptance of new ideas. D. Pink highlighted this
New ideas: Better to speak to higher ups in the morning,
earlier in the week, or after a break…
Brainstorming: Off-peak time, like later in afternoon,
when you are more open-minded.
It is true however that we have different peak times.
Think about when yours might be. The idea then is
to develop strategies to adjust to different circumstances.
Pink talks about some of these.
Good news, bad news: most people accept bad news first.
What is the present and short term future market conditions?
… demand, available customers, price and competition
Assess your stress tolerance and forward seeking
optimism… What is your back-up plan?
Do you have the technical resources to move into place,
or know how to reach out to them?
This blog post reflects the position that the ACS needs
to develop an on-going Subject area regarding the
Economics of our Enterprise, just like Chemistry and
the Law, the Environment, and Education.
describes the need…”The system is rigged. Companies
are forced to eliminate workers not by the market of
real goods and services where supply and demand set the
right price, but by the commands of financial markets,
where hope and greed too often set the price.”
the decline of corporate R&D by measuring the decline
of technical papers–
‘Corporations in the US are spending a diminishing portion of their R&D budgets on research. The share of basic and applied research in corporate R&D has tapered from 28% in 1985 to 20% in 2015.
Corporate representation in the scientific literature is also shrinking. In an analysis of publications authored by publicly traded US companies in the Web of Science database, we observed that the annual average number of papers published per company fell from around 25 in 1980 to less than 10 in 2010. The drop was visible across a wide range of industries and most pronounced among firms with established research programmes, for which the number of publications fell by as much as 65% between 1980 and 2006.’
Detailed information and discussion includes:
1. the decline of retained earnings
2. using algorithms to make decisions
3. intrusion of fake news, fake growth and bots to influence decisions
4. use of polls with uncertain questions and populations and decision criteria
5. professionals reduced to under 29-hours population
This is a critical topic for emerging chemists,
people indifferent stages of their careers and our
professional organization aiming to serve its members.
Previous years’ lists
This year I will attempt to link readers to discussions of some of the
books that follow in this blog.
Maria Konnikova THE CONFIDENCE GAME: WHY WE ALL
FALL FOR IT. EVERY TIME, Penguin Random House NY 2016
Thomas L. Friedman THANK YOU FOR BEING LATE Farrar
Stevens and Giroux NY 2016
Yuval Noah Arari HOMO DEUS: A BRIEF HISTORY OF
Robert Cialdini INFLUENCE THE PSYCHOLOGY OF
PERSUASION Collins division of HarperCollins NY 1994
William Strauss, Neil Howe THE FOURTH TURNNG: AN
AMERICA PROPHECY Broadway Books, NY 1997
David Livermore, THE CULTURAL INTELLIGENCE DIFFERENCE:
Master the one skill you can’t do without in
today’s global economy,
American Management Association, NY, 2011
Adam Alter, IRRESISTIBLE: The Rise of Addictive Technology
and the Business of Keeping us Hooked,Penguin Press NY 2017
Rudolph W. Giuliani with Ken Kurson, Leadership, Miramax
Books Hyperion NY, 2002
Lisa Randall, KNOCKING ON HEAVEN’S DOOR: HOW
PHYSICS AND SCIENTIFIC THINKING ILLUMINATE
THE UNIVERSE AND THE MODERN WORLD
Robert Colville, THE GREAT ACCELERATION: HOW THE
WORLD IS GETTING FASTER, FASTER Bloombury London NY 2016
Michael Breus THE POWER OF WHEN: DISCOVER YOUR
CHRONOTYPE AND THE BEST TIME TO
ASK FOR A RAISE, HAVE SEX, WRITE A NOVEL AND MORE,
Little Brown and
Company NY 2016
Alan Alda IF I UNDERSTOOD YOU WOULD I HAVE THIS
LOOK ON MY FACE RandomHouse 2017
Barbara Oakley, MINDSHIFT BREAK THROUGH OBSTACLES
TO LEARNING AND DISCOVER YOUR HIDDEN POTENTIAL
Tarcher Peregre Penguin Random House 2017
One of the crucial measures of developing research programs
is keeping in touch with new ideas and combinations with
new equipment and theories.
Several career paths place credibility of achievement on
publications [publications in peer reviewed publications].
How this is measured with Internet publications is not patently
obvious or at least consistent from one organization to another.
Nonetheless several sources of online publications are appearing.
provides global access and outlet to classified topic
ChemRxiv is a Figshare
product offers rapidly transmitted
of one-page preprints with a promise of tools to detect plagiarism.
[open API or via OAI-PMH].
to evolve from the commercial and professional society
journal paradigm. It will be important that strong professional
ethics are articulated in this evolving medium and there is
a viable enforcement mechanism for violations and dealing
with grey-area issues.
Just finished reading Rudy Guiliani’s book Leadership.
Reading the book was an opportunity to see things from a
different perspective– legal mind with historical interests
who faced and met challenges. It was a rewarding experience
in that it offered some remarkable take-aways about positive
behaviors of leaders and thinking processes in dealing with
- The importance of seeing things / situations with your own
eyes, as it allows all sorts of things that you can question and
- Practice simulations of actual events before they happen.
Have a reaction plan. Let it be modifiable.
- Have a command center
organize and formulate communications, coordination
prepare back up plan and unintended consequences
anticipate what might happen next
- Prepare relentlessly and eliminate making assumptions
All leaders are influenced by those who they admire. Reading
about them and studying what and how they learned will inspire
how you will grow critical traits. Much of the material will be the
raw material of your own life.
- insist on starting off with a morning meeting as your cornerstone
get control of the start of the day
set priorities; have all key contributors present
allow open discussion
outcomes: specific action plans and reporting
everyone is informed and accountable; carry the info forward
- sweat the details and small stuff, as they reveal underlying
- create arguments for different coalitions to influence decisions
- instill preparedness
- put your health as a first and main concern
- take as much time as available to make decisions, but the
process of making the decision should begin immediately.
- seek different perspectives and points of view, yet avoid
predetermination or favorites. [Sometimes it is beneficial to
leave the room when discussion is in process and receive a
- surround yourself with strong, independent people while
keeping battles internal. manage results and expectations
- underpromise and overdeliver- how
develop your personal beliefs
have a plan of action
word choice makes a difference
- stand up to bullies. Do it early.
- do not exceed the ‘pig factor’ [spending more than needed,
overstating on expenses, it is a form of bullying]
- read in depth about things you find come up; do not
just leave it to experts.
A recent seminar on Overcoming Fears Uncertainty and
Doubts pointed out things you should learn to do while
in graduate school. Two leading ones the group pointed
knowing how to speak with your boss
knowing how to have difficult conversations with people.
These are no doubt situational things and depend on several
factors. That is part of the learning that we need to do. It is
important to develop this understanding while in graduate school.
our conversation about how to speak to a boss
- for a raise and at review time
- after making a mistake
- challenges at home
- have a major health issue
Flipboard shared a creditable piece about having hard conversations
- begin with a perspective of respect and curiosity
- avoiding conversations does not make problems go away
- listen intently, respond with the other’s ideas first, and avoid
partial listening while planning to say what is on our mind
- recognize cultural differences and determine how to be
direct (clear statements, not circular logic).
Publication is a critical focus in the scientific world. Societies
have publication wings. There is a large commercial publication
business that earns nearly $20Bn/year with a third being
profits. The Guardian published a revealing article about the
publication world which this blog has offered comments.
and critical thinking when reading
This blog is on record for supporting the idea of “open access”
and questioning the viability of “rating” journals based on
citations in the internet age [it is like mindless “likes” in
Been following of Deming’s articles on Applied Statistics
for decades. He is in the middle of an important series on
limits of detection. I just received a water analysis report
and have received blood and urine medical reports that refer
to one or another of these. These articles are important and
significant for all of us. We should know and use these terms
One of the types of questions I ask in some interviews
concerns gas cylinder set-up and use. Articles in LC/GC
often reveal solid scientific thinking to answer questions
in this area.
ROBERT MAXWELL AND PROFITING ON SCIENCE
Although the ACS continues its efforts to
profit center, most of the members do not realize what
is going on in the publication business. This Guardian
article goes into details what the ACS publications
division might be emulating.
Should we not ask questions to make more science, often
paid for via taxes, available free online?
SCIENCE AND THE LIMITS OF DETECTION
SOURCE: S. N. Deming, Amer. Laboratory June/July 2017
Deming teaches in this article L(D) the limit of detection, which
he points out is different than the smallest amount of
analyte that can be detected or the limit of quantitation (appearing
in future articles.).
He points out:
- false positive risk needs to be appropriate for the application.
[drug testing example]
- in a plot of a calibration curve with a non-zero intercept, L(D)
the limit of detection is the amount of analyte that yields a
signal outside the error of the false negative.
These comments are often not brought out in many classes.
SOURCE: J. V. Hinshaw, LC/GC North America 11-2016, P. 41
What I like about Hinshaw is that he does a fishbone diagram
to assess a wide variety is issues that could come up in
working with a common analytical tool.
This is a story about two conversations. The first is
one with a very accomplished senior grad student.
The second conversation is one of a series with
a department of chemistry chairperson.
Ph.D. LACKING NEEDED SOFT SKILLS
Almost Dr. Smith (not his or her real name) wanted
to talk about a situation in which she finds herself. She
has received several promising offers, only to be rejected
after providing references. She has learned from a reliable
source that the reference supplied the information that her
writing skills were not up to acceptable standards, whereupon
the offer was pulled.
She asked what can she do now? Learn by various means–
reading for style and formatting, specialized training to write
for specific audiences, and practice, of course are several
possibilities. Shouldn’t the grad school provide that for her?
The answer is generally, not in today’s climate.
Second conversation, now.
PROPOSAL TO CHAIRMAN TO OFFER PRACTICAL
[Bring a solution, when you ask about a big concern you
When the new chair was installed I went to her with the
concern that many graduates do not have essential writing
skills and other “Soft skills” that we need to be successful.
What are some courses, programs of study, and tutoring
assignments (shadowing, draft writing, editing, reading)
that are offered or can be offered? We will bring it up to the
dean, was one response.
Another time, post-docs are people without support,
representation or a voice. What can be done to help their
case? That is up to the individual PI was the response. I reflected
on several national labs, medical schools and NIH programs
and received the feedback. That is not something I can do.
I pursued: Why not? some of the ideas are nice, but I would
be stepping on people’s [departments] toes and it is imprudent
to do here.
Another reason is that I can not impinge on the time they are
working in the lab. They have so many distractions and
commitments as it is. To add another requirement would take
time from the research work that needs to get done.
So, it goes. Outside speakers emphasize it is important to “get
out of the lab” and learn extra-curricular skills through different
activities, internships and volunteer roles. Most students immediately
reflect that their boss would not like them doing that. Most say
they feel pressure to be in the lab 7×12 getting results.
While I receive consistent support for Professional Development
activities in summer and both semesters, I am only one and
so much more could be done to make a difference. What we
do is as much or more than is offered in other R1 institutions.
Please send in ideas and concepts working in other institutions.
I look forward to them.
INTERVIEWING AND NEGOTIATIONS
In negotiations it is not unusual for you to be asked
“How much do you make now?” and Something
like, “What are your salary expectations?”
Recent ideas have materialized into legislation in
MA where it is no longer legal to ask about salary
history for in-state positions. Note, too, that a later
paragraph states the law takes effect in 2018.
The article offers a response to the salary query–
“.. personal practice to keep salary confidential, as
my research has provided employers compensate
qualified employees with a salary between $xx
and $xy, and your being a leader I would not be
surprised to hear from you in the upper portion of
PARENTAL LEAVE GRAD STUDENTS, POST-DOCS
inda Wang CEN 1-2-17, P. 23-4 PARENTAL LEAVE
Let me shout out about Linda Wang’s meaningful
article in the first issue of 2017 CEN on parental leave.
With the continuing trend of very long graduate
school tenures followed by one or more post doctoral
stints those wishing the fulfillment of family life
either learn too late that certain people or organizations
frown on or discourage distractions from their goals.
I dare say there can even be blacklisting or not offering
article on Title IX
CONTINUOUS PERSONAL DEVELOPMENT
What can we do to remain employable throughout
our careers? We do not think about that until often
it is too late. It is in the present that we carry out our goals.
You should choose positions that provide personal satisfactions
day-to-day so you stick with it. Engage in activities that
have outcomes that coincide with your personal longer
Early on in your careers you should realize that doing the
same things over and over is self limiting. You need to
bring to bear what is emerging in the larger employment
market (artificial intelligence, computation, robotics) and
seek out and complete career focused education, experiences
and certifications. The Economist
and some trends. (1)Self examination leading to Curiosity
is critical to continually learn and
(2) knowing your learning style and adapting content to
meet your style for long term application and near term
demands is your responsibility.
Large questions remain, namely,
(a)does the training and knowledge get recognition and
reward for the time and expense?
(b)Will there be experiences, skills and abilities that will
be useful where I am now and/or in other organizations?
ACS seems to have a working model for continuous
education and needs constant input for what would benefit
members. How can we better offer soft skill development?
is one specific area, for example.
Three top line topics have appeared this year:
1) Evolving trends in technical careers
2) Professional Behaviors that can help you
3) High Need for New Division in ACS– Economics
and Chemistry [Not only short periodic webinars that
are at 30,000 foot level and CEPA]
This topic may apply to working in teams, dealing with
customers and managing challenging situations. Three
useful concepts come out of Leonard Greenberger’s
soft cover book, “What to Say when things get tough“.
A. He characterizes the need to prepare and craft communications
tactically as beginning in the 1980s when a new field
emerged that outlined three steps observed in communications–
- ignore a situation or problem NO COMMUNICATION
- explain with facts as you see it ONE-WAY COMMUNICATION
- engage people involved TWO-WAY COMMUNICATION
This approach recognized the emotional component.
B. The strategies he reported can use four equations:
P = R PERCEPTION EQUALS REALITY
E > F EMOTIONS TRUMP FACTS
S = B+ SUCCESS COMES FROM BEING POSITIVE
3P = HC THIRD PARTIES TRANSLATE INTO
What counts is your audience’s perception of what is happening
and whether or not you are trustworthy and credible source of
See events through the eyes of others.
Facts do not equate to winning people over. When people are angry,
worried and suspicious, they absorb and sift through information
with the emotional areas of their brains.
Life is divided between things that make you feel and things that
make you think. This is hard for scientists and engineers to
fathom. Situations seek reassurance and empathy. Understand
how others feel, rather than offering facts.
To achieve success, remain positive. Words used can often
embody the feeling. But receivers may pay more attention to
Use third party resources to provide supporting feeling and input.
It helps that they have higher credibility. The closer to your target
audience is to your source the better.
C. CODE FOR DEVELOPING TRUST AND CREDIBILITY
Caring and empathy 50
Openness and honesty 10-15
Dedication and commitment 10-15
Expertise and competence 10-15
Angry, worried and suspicious people pay attention not only to
what you say but also to what you do with your eyes, hands,
posture, clothing and other nonverbal cues.
Caring and empathy accounts for about half of the trust and
credibility judgments that people will make of you.
Telling relateable stories can be key.
The global pace is speeding up. To meet the needs and
interests of members and institutional stakeholders the
Society needs to incorporate broader and deeper aspects
of economics in the technical and scientific aspects of
the chemical enterprise.
Think: mergers and acquisitions; government funding of
CDC, EPA, NIH, chemical research; international trade
arrangements; patent implications for different industries;
water, power, recycling…
We need to access disciplines that will continuously
FORECAST business cycles that affect the chemical
enterprise and describe implications to members and
has described how
- more attention is paid to one issue rather than the
gradual and incremental changes all around us
- flashy and superficial is promoted
- faster and shorter-lasting dominates
- ease of money, ideas and pathogens moving around
with less friction and checking means disaster can
happen before we are aware
- industries and companies can disappear with a click
of a network or computerized trading micro-second
- trajectories are nonlinear and interruptable
One strategic area ACS needs to grow and foster
is economic forecasting. This blog has reviewed
R.Nicholls and L. Stevens presented a case that listening
is an underappreciated and poorly instructed skill that
has many barriers.
It is time to put it out front and center on this blog as a
skill all professionals need to pay attention to. Just how
do we do that?
Also, it is incumbent on our educational system to
engage students in regular exercises that will be an asset
in all endeavors.
Nicholls and Stevens write about a University of
Minnesota approach that improves outcomes. Notable
are four activities of the listener:
Engagement to have an idea what is coming and “think
ahead” to conclusions and generating a summary statement
Internal reflection about evidence, logic and
interfering features– emotions, background, completeness
Active listening to bridge all information, data and
circumstances pointing out what might not fit even at
intermediate points “Listening between the lines”
to assess emotions,
nonverbals, and speaker editing and emphasis.
The authors provide some appropriate cases and
suggestions some of which may apply in your situation.
Then, Zenger and Folkman reveal what you and I
think what we should do and that those things are not
enough to be a great leader-listener. As the key
requirement for being a leader is listening to others —
Key among them:
- deliberate on the substance of the message
- be alert to and observe all communication elements
- awareness of cultural, physical and behavioral biases and
- acknowledge and support deeply held features
- respect in not trying to hijack the initiative of the
Reading Chris Voss’s book on negotiations convinced me
that we need to keep learning. Don’t ever stop the process
of gathering new information from different sources,
Chris Voss really has the expertise that can be applied even in
simplest situations. Watch
- never say: have you a few minutes to talk?
- instead say:, is this a good time to talk?
Get that other person to say “That’s right.”
Use the facts as the other person sees them.
Let me highlight several significant take-aways–
1. Calibrated “how” questions keep the negotiation going. They put
pressure on your counterpart to come up with answers and
contemplate your problems when making their demands.
How am I supposed to.. How do we know…How can we….
How questions allow you to read and shape the negotiating
environment. You just have to know where you want the conversation
2. 3 kinds of “yes”: commitment, confirmation, counterfeit
3. Ackerman plan– set your goal, then first offer at 2/3 point,
calculate at three smaller increments
use lots of empathy and different “no” strategy to counter, before
you increase your offer.
use non-round numbers in your final offer
after final number, throw in nonmonetary items
What was interesting was that Chris challenges many of the earlier
strategies in negotiation tactics.
Innovation, experimentation and support from
leaders are often the keys to bringing progress.
As we have mentioned in a recent post, simply
listing pros and cons is not the most effective
way to move ahead, or, for that matter, make decisions.
Look for countering information, add more factors
and categories… Then apply the Bayesian logic of probabilities.
This is an example of critical thinking to consider.
Recently I had a conversation with a small business
in high tech who applauded “Slack
“. What he said is
that it has revolutionized his teams’ fun, focus, and
Let me share how Slack is project management
“mindfulness” from his blog
The suggestion here is this tool is one that can be broadly
applied and due to ease of use widely adapted. It is like
using shared cloud storage or using search engines.
We in Chemistry should be leaping to use this in our
smaller groups. Share your experiences and learnings.
Remember a negative outcome is often more useful in
the long run and not a “con!”
We had an interesting problem dealing with a vendor who wanted us
to commit “right now.” It is a situation that can happen broadly in
many employment scenarios.
James Baker provides situations where you might feel manipulated
in making decisions–
1- pressure with deadline: question how real the deadline is, test
the parties motivation and propose what will be best for both
2- pressure with competitive price, vendor or approach: ask for
details on the quality and terms of the competition. Look for other
features you offer or provide.
3- missing person to be consulted or limited authority: ask to meet
with the person who has final authority or find out who makes the
final decisions regarding delivery, price payment, exact details of
4- moral appeal: what is underlying motivation, indicate you are
looking to be fair with all and create good long term relations
5- good guy/ bad guy: understand the manipulation and understand
that your requirements and needs are included
6- name dropping or association of related situations, number of
other clients, or similar customers.
Intimidators will use every trick they have and know. When they
find it will not work, they will become friendly. It is just another
“face.” We need to find a way to convert them into someone who
we can reach an agreeable outcome with.
Another good resource is provided.