Influencers vs. Facilitators: essay on enabling change congruently
Monday, 12 Dec, 2016
Influencers vs. Facilitators: essay on enabling change congruently

Many learning tools and programs provide tools for Influencers – coaches, sellers, negotiators, leaders managers, and consultants – to help Others make the changes they seek. NLP codes the Others’ internal processes to enable practitioners to understand the proposed problem and ‘get in’ to make the change. Coaching programs teach how to recognize what the client is ‘really’ saying and offer the best techniques to help. Negotiators seek the BATNA. But all tools have one thing in common: they assume that the Outsider can, and

Practical Decision Making: getting it righter
Monday, 5 Dec, 2016
Practical Decision Making: getting it righter

Until a decision gets made – to adopt an idea, buy something, agree to negotiation terms, choose one…

Steps Along the Buying Decision Path
Monday, 28 Nov, 2016
Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative,

Making Negotiation Win-Win
Monday, 21 Nov, 2016
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. fore our …

Overcoming Opposition
Monday, 14 Nov, 2016
Overcoming Opposition

I’m regularly flummoxed when I hear people question climate change, or when folks actually believe that people of color are ‘different’ and worthy of being insulted, underpaid, ignored.

Write Content That Facilitates Buying Decisions
Tuesday, 8 Nov, 2016
Write Content That Facilitates Buying Decisions

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why…