How To Be A Successful Negotiator
Three elements are at play in a negotiation, according to James Sebenius (writing in the Harvard Business Review) who has done thousands and ought to know: 1. Issues are on the table for explicit agreement. 2. Positions are one party’s stands on the issues. 3. Interests are underlying concerns that…
READ MOREIn Business, As In Life, There’s A Big Difference Between Having A Sense Of Humor And Not Taking Anything Seriously
I used to employ a young copy editor, MB, who was bright and talented and doomed to failure in the corporate world. This was clear to me from the very first moment I met him. We had just been introduced when he said something like “So I guess you’re the…
READ MOREHow To Make Meetings Work, Part 2
“For the most part, our leaders are merely following out in front; they do but marshal us the way that we are going.” – Bergen Evans (The Spoor of Spooks and Other Nonsense, 1954) Dave Barry says the reason the human race has not achieved, and never will achieve, its…
READ MOREHow To Make Meetings Work, Part 1
“I am a great believer, if you have a meeting, in knowing where you want to come out before you start Excuse me if that doesn’t sound very democratic.” – Nelson Rockefeller There’s an interesting article in the Harvard Business Review (HBR) this month. This one on a problem you…
READ MORE“Inward” Vs “Outward” Business Management
“Everything which is properly ‘business’ we must keep carefully separate from ‘life.’ Business requires earnestness and method; life must have a freer handling.” – Goethe (Elective Affinities, 1809) According to Inc. magazine, Ed Ossie built MTW Corp. (a consultant to web-based businesses) into a very successful company by creating a…
READ MOREGetting It: Understanding The “Basic Selling Dynamic” Of Your Business
There comes a time in your career when the lights come on and you feel like you truly understand your business. This is not likely to happen right away. For some of us, it takes years and years. But when that moment comes, it brings with it a sense of…
READ MOREMore On Criticism
“If you haven’t got anything nice to say about anybody, come sit next to me.” – Alice Roosevelt Longworth Im reading a newsletter on leadership that says since “no one likes to be told hes wrong,” the shrewd executive will do everything he can to make his criticism indirect. Ive…
READ MOREWhat I Learned About Leadership From Dance Lessons
Several years ago, I reluctantly agreed to take ballroom dance lessons. Im glad I did. When you begin a modern marriage (listen up, young ‘uns), you both go into it as partners. The arrangement you presume is that you are going to be in charge of some things and she…
READ MORELive The Second Half Of Your Life Better
I turned 50 this year. It wasn’t nearly as bad as I thought it would be. My body didn’t disintegrate. My mind still makes the roll call. It has been the occasion of some trifling contemplation. At 50, you are at the crest of your life. That means you can,…
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Chronic Takers – How to Get Them Out of Your Life
Source out the chronic takers in your life and work and take these steps to eliminate their negative impact on your own success and happiness.
READ MOREScheduling Stress Breaks
If you work as hard as I do, you will be forever on the verge of a nervous breakdown unless you do something about it. One of the best things you can do is schedule at least two (and preferably three or four) stress breaks every working day. A stress…
READ MOREMore on Trusting Employees
The piece I wrote about trusting employees (Message #274) — about the kind of safeguards you should effect against pilferage — provoked a lot of objections. KM, a corporate trainer and a good friend, took exception to my attack on academics. “That was such crap,” she said. “You have to…
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