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 […]
Knowing what you need to know is essential to negotiating well and deriving a better result. So, ask the right questions and then listen to the answers carefully. Every major negotiation, domestic or international, succeeds or fails because people chose to listen or not listen to the other side. When not listening, most likely, they are also […]
“Let’s set up a conference call. We are not too thrilled with your customer service and support. And, of course, we will see if we want to continue to spend this kind of money. We will discuss our contract at the meeting.” This was the call my client received from a significant customer of his […]
As a negotiator, do not inadvertently create a competitive environment or transfer power to the opponent. Sounds simple. Not. Why not? Because it is linked to your behavior. Your behavior based on assumptions you have made and the expectations you have created on the other side. Expect the opponent to be competitive, the other party will become […]
It is true that in life, the company of friends adds to happiness. However, the same nearness to friends can distract you and make you careless. Friends focus on and praise your good qualities and strengths. They increase your pride. Spend much time with the fans and supporters who work so hard to help you […]
Why do people write history? Why are the events and biographies recorded? Is it because they make a good read and will sell a lot of books? No. The primary purpose of history is to teach and encourage curious minds to learn from others’ experiences. It is said that education and experience teach us a […]
Have you noticed a caravan? Everyone is moving in a herd-like manner. It is easy, safe, and you fit in. Traveling in a group is less complicated, and there are fewer obstacles. But, being in a group, you lose your individuality, your real identity. Why? Because you are following somebody else’s direction. You are moving […]
Leaders discuss ideas, Lackeys hide behind labels and shout slogans, the politicians exploit emotions and just chase money. Most organizations have all three. A leader examines the facts, speaks the truth, takes a strategic view, and does the right thing, even if she pays the price in the short-run. She does not worry about who […]