July 10, 2017We 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 […]
March 22, 2017Hiring, Leading, We, Well 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 […]
February 22, 2017We 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 […]
December 7, 2016Leading, Sales and Influence 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 […]
November 15, 2016We 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 […]
August 24, 2016Leading, Sales and Influence, We 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 […]
April 14, 2016Do, We By When? “By when can you get that done?” If we ask people to get something done, it may get done. If we ask […]
March 2, 2016Sales and Influence, We 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. […]
May 26, 2014Do, We 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 […]
July 10, 2013Sales and Influence 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 […]