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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 …

Inside Curiosity
Monday, 31 Oct, 2016
Inside Curiosity

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as exploration,

How the Sales Industry Colludes in Failure
Monday, 24 Oct, 2016
How the Sales Industry Colludes in Failure

Would you consider a baseball player with a 95% failure rate Successful? Would you choose a..

Questioning Questions
Monday, 17 Oct, 2016
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting

Why the Need to Build Relationships is a Myth
Monday, 3 Oct, 2016
Why the Need to Build Relationships is a Myth

In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People – the first book…

Listening Biases: How Influencers Unwittingly Restrict Possibilities
Monday, 26 Sep, 2016
Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a goal, or set of expectations?