Five mistakes negotiators often make

The most common trait of the successful leaders.

Give your reason, and shut up!

There is usually an excellent reason for something: for doing it, for not doing it. Often we tell the other party this reason. We then think of another idea, and we give that as well. Then a third reason occurs to us, and we add that in for good measure. The problem is that each […]

“Yes, and…” vs. “Yes, but…”

Most successful leaders have one trait in common. It is their ability to negotiate skillfully. Invest in yourself.

Be Ingenious

One of my mentees is a manufacturer’s representative for the paper industry. After two years of hard work, he began seeing some positive results. He immediately wanted to hire one of his CPA friends as VP of finance.  “How many accounts do you have?” I asked. “Six.” “Why do you need a full-time VP of […]

OPM Avoider

Discard the old context. Discover the new framework.

Problem Solver

This book is for those who never thought of starting a business, to those running an enterprise. It is for those stuck in a rut of day jobs and dream about getting paid for pursuing their passion.

Meaningful

What is meaningful to you? What do you expect in return?Recognition?Access to prominent people?Valuable content?A sizable material gain? Your customers most likely have similar wants—recognition, access to prominent people, valuable content, and possibly a material benefit. The meaningful activity does not have to be a pioneering work like Uber that radically changed the taxi business. […]

Yes or No

Let some customers outgrow you …