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 […]
What does a college degree do for you? Does it open the door for meaningful work? What is the future of education? The 2018 college graduates carried an average debt of $33,654. For most young people, this debt is unbearable. Instead of enthused about the future, often, they slide into depression. Compared to the students […]
I was talking to someone interested in working in the IT industry. I asked him what he thought about working at TCS or Wipro. He had not heard about the top two IT companies in the world. I met a young, aspiring actress at Faneuil Hall Marketplace in Boston. I asked what she thought of the work of Martin […]
Your offer. Who is it for? How would they benefit? Is it essential, or just urgent? Is it right, convenient, or just there? Is it improving things, or creating more pressing items? Is it just creating new wants? Is it making customers more productive or squandering time? Is it making or breaking relationships? Is it revealing […]