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ne vous lancez pas dans la guerre des avantages en nature et autres à-côtés. Quiconque se laissera plus fortement influencer par le ramassage du linge à domicile et le pressing gratuit ou la prise en charge des frais de gardiennage pour animaux de compagnie constituerait un mauvais apport à votre équipe. N’abordez que les prestations de base comme la couverture santé et promettez ensuite ce que personne d’autre ne peut promettre : l’opportunité de réaliser un travail irremplaçable sur un problème unique, aux côtés de gens remarquables. Au plan des rémunérations et des avantages divers, vous ne pourrez sans doute pas rivaliser avec Google version 2014, mais si vous avez déjà de bonnes réponses concernant votre mission et votre équipe, vous pouvez être à la hauteur de Google millésime 1999.
Saying “No” gives the speaker the feeling of safety, security, and control. You use a question that prompts a “No” answer, and your counterpart feels that by turning you down he has proved that he’s in the driver’s seat. Good negotiators welcome—even invite—a solid “No” to start, as a sign that the other party is engaged and thinking. Gun for a “Yes” straight off the bat, though, and your counterpart gets defensive, wary, and skittish. That’s why I tell my students that, if you’re trying to sell something, don’t start with “Do you have a few minutes to talk?” Instead ask, “Is now a bad time to talk?” Either you get “Yes, it is a bad time” followed by a good time or a request to go away, or you get “No, it’s not” and total focus.
Never Split the Difference
Chris Voss and Tahl Raz
Another common reason why bosses are reluctant to fire a poor performer is that they don’t want a “hole” on the team. If you fire “Jeffrey,” who will do the work he was doing? How long will it take you to find a replacement? The fact is that poor performers often create as much extra work for others as they accomplish themselves, because they leave parts of their job undone or do other parts sloppily or behave unprofessionally in ways that others must compensate for. Steve Jobs put it succinctly, if harshly, when he said, “It’s better to have a hole than an asshole.”
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