Category Archives: Communication

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

Following 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 … Continue reading

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Negotiation – An Overview

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Calm the Rhetoric…Make Molehills

Today, exaggeration and hyperbole are ever-present. Listen to any sports event… tune into any news program…Speak with many of your friends and/or employees… What do you hear? Amazing… incredible… unbelievable The meeting was a disaster…this is crazy… what a collapse … Continue reading

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Mistakes Will Be Made

Four fundamentals to executing and getting things done are: Keep it simple Focus on the important Empower the team to make decisions at the lowest level possible Speed In practice, we often ignore these straightforward guidelines due to one over-riding … Continue reading

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Simple: Conquering the Crisis of Complexity

Simple: Conquering the Crisis of Complexity, written by Alan Siegel and Irene Etzkorn, is an excellent reminder to all of us to rail against complexity and keep things simple. Even though I summarize some of the key points below, I … Continue reading

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Recap – One Key to Help Move Your Company Forward

A customer interaction and a meeting are not truly finished until we take a moment to review and sum up what has just happened.   How do we recap? 1. In a customer interaction, we need to go over the … Continue reading

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To Sell More, Sell Less

Today’s customer is overwhelmed with too much information and not enough time and attention span to digest it all. As such, the best salespeople have evolved and simplified their sales approach to be more responsive to over-burdened and over-saturated customers. … Continue reading

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