Show Me That You Hear Me
Here’s a great way to drain away the drama that distracts and upsets us at work and in life: demonstrate that we understand their perspective. …
negotiation
The Value of Value
Hire this person who has the experience or wait to find someone who fits our culture? Discount out of fear that this client will leave …
Where the Really Good Solutions Are Hiding
Most of the conflicts we see in the news and in our businesses are silly and wasteful. Stuck in our positions, we snipe, grouse, and …
Give Consequences or Explore Them
We can give consequences so that people don’t screw up. “If you don’t complete this by Friday, we might as well kiss the Fortuna deal …
At Each Others’ Throats
For the most part, we can all agree about the symptoms of a problem (say, the volume of traffic at rush hour or a spike in complaints …
Getting People to Listen
“Here’s what you need to do…” People will resist our ideas and never change (or they might maliciously comply) when we start with us, our …
By When?
“By when can you get that done?” If we ask people to get something done, it may get done. If we ask them if they …
How to Argue or Negotiate by Listening
In an argument or negotiation, we often resist hearing the other person’s point of view. We are too busy formulating our responses. And we fear …
Too Much Email, Too Many Meetings
Meetings and emails can certainly overwhelm us. Each one represents another request–or twelve!–to do something. How can this keep going? How can we possibly get …
Never Drop Your Price
When you are even a bit unsure about the value you deliver to your clients or your bosses, you will likely drop your price or …