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Communication

Making Negotiation Win-Win
Monday, 22 May, 2017
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. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then fight, argue, cajole, or threaten when their parameters aren’t met. People have been killed for this. But there is another way.
In 1997, Bill Ury and I had to read each other’s books (my book was Selling with Integrity) in preparation for working together for KPMG.

Miscommunication: the reasons, the cure, the prevention
Monday, 1 May, 2017
Miscommunication: the reasons, the cure, the prevention

Have you ever been absolutely certain you heard someone say something they later claim they didn’t say?

Sell to Prospects who CAN Buy
Monday, 10 Apr, 2017
Sell to Prospects who CAN Buy

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.

Influencers vs. Facilitators: essay on enabling change congruently
Friday, 3 Mar, 2017
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…

Checklist for Influencers: questions for sellers, coaches, leaders, change agents.
Monday, 20 Feb, 2017
Checklist for Influencers: questions for sellers, coaches, leaders, change agents.

Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yet using conventional models and questions it’s inevitable that your interactions will have bias, and will unwittingly restrict possible outcomes accordingly. Since any bias you enter with will most likely skew the range of answers, the best option would be to enter each interaction with as

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.