Never Split the Difference – Negotiating As If Your Life Depended On It

never splitFollowing up on my blog from August 2017, Negotiation – An Overview, I summarize the excellent book, Never Split the Difference: Negotiating As If Your Life Depended On It, from former FBI negotiator, Chris Voss.

I highly recommend that you read this book to gain deeper insights into negotiation.

My summary below gives some of the insights found in this book.

  • We engage in selective listening, hearing only what we want to hear, our minds acting on a cognitive bias for consistency rather than truth.
  • Slow. It. Down. Going too fast is one of the mistakes all negotiators are prone to make.
  • Put a smile on your face.

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2 Second Lean: How to Make Your People and Your Business Better Every Day

I summarize some of the key concepts from the excellent book: 2 Second Lean: How to Grow People and Build a Fun Lean Culture. Written by Paul Akers, 2 Second Lean is a quick and easy ready that will help all of us simplify and lean out our companies, whether they are manufacturing, technology, distribution or services company.

I recommend that you read it.

 

What is Lean?

Two foundational principles of Lean Thinking

  • Eliminate waste
  • Continuous improvement

“Waste is like gravity; it pulls at you 24/7 and if don’t have a method to overcome it, you will lose and waste will win.” Jeff Kaas

“Lean is hard work that makes everything else easy.” Paul Akers

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Negotiation – An Overview

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The 5 Fundamentals of an Innovative Company

picture1The world and the customer are changing rapidly.   To keep up with these changes and to truly differentiate themselves in the marketplace, companies need to innovate.

Yet, too many companies still rely on small updates, upgrades, or makeovers of their product lines as their “innovation.”  That is just not good enough.

“We live in a world where the returns on incrementalism are going down and the returns on real innovation are going up.”  Gary Hamel (Strategy Consultant)

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Getting It Done: Achieving Twice as Much in Half the Time

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5 Steps to Creating a Unique Strategic Vision

tempToday, companies struggle to consistently increase sales and profits faster than the overall market.

In too many cases, these companies lack a unique strategic vision that would differentiate the company and its products and services from the competition.

Instead, their strategic vision is to do more – sell more products in more markets to more customers – and execute better than anyone else.

Strategy guru Michael Porter refers to this as the “Be the Best” Mindset.  This mindset generally leads to a zero sum competition where everybody is going after the same customers with the same undifferentiated products; but, at lower prices.  With this approach, everyone loses except the customer who now gets the same products and services at those lower prices.

To develop a true strategic vision, our companies must find a way to be unique.

  • How can we differentiate ourselves by meeting the different needs of our targeted customers in a way that is clearly superior to our competitors?

Below, I list five steps that all our companies should take to create that unique strategic vision.

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Three ‘Cheats’ of the Ethical Leader

tempAn ethical leader is someone dedicated to always doing the right thing for the employees, the business, and all stakeholders.  Alas, this ideal for the selfless and driven leader clashes with the reality of who most of us really are.

So, how do we, as flawed human beings, become the near perfect ethical leaders that we need to be to drive our businesses to success?

The answer is simple… we cheat.

We create sneaky tips, tricks, reminders or work arounds that help us to live up to the ideal of the ethical leader.   By following each of the three “cheats” below, we can all become more effective and more ethical leaders for our teams and in our businesses.

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