Communication

April 15, 2015 | Knowledge

Negotiating and the Rock Bottom

It pays to know your bottom line

by Steven Lesser   Negotiators often have a position that is their rock bottom, their least acceptable deal. Sometimes negotiators communicate this as a take-it-or-leave-it. Some negotiators use the take-it-or-leave-it even when they are not at their minimum deal. When …

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  • February 12, 2015 | Knowledge

    Focus on Listening

    Why you need to commit to listen

    How are your listening skills? We all know it’s important to pay attention. But most of us, including me, lose focus from time to time. Why don’t we listen? “I am distracted.” “I don’t like the person.” “They don’t communicate …

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  • July 24, 2014 | Knowledge

    Stakeholder Clues

    How to tune in to non-verbal communication

    by Denise Gifford   Do you know what your stakeholders really think about your project? You’ve read their emails. You’ve met with them. You’ve provided reports and solicited feedback. But what are they really thinking? Are they happy with where …

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  • February 23, 2014 | Knowledge

    Stakeholder Communication

    Four key steps for project managers

    Stakeholder communication matters. What makes a project manager a good communicator?  It is not as simple as sharing everything with everyone in a project. In our efforts to keep stakeholders informed, project managers typically communicate too much to too many …

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  • November 28, 2012 | Knowledge

    Managing Change

    Managing change: the keys to success

    by Steven Lesser Change is a constant element in both our personal and business lives.  Rarely do situations remain static, particularly in the ever-changing technological society in which we live.  Since we cannot escape change, the question is, “How can we …

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  • October 14, 2012 | Knowledge

    Introverted versus Extroverted Leadership

    There's no "right" leadership personality

    With the U.S. elections coming in November and the start of the pre-election debates, there is currently a lot of “noise” about what constitutes a good leader, a comparison of leadership styles of the two presidential nominees, Barack Obama and …

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  • September 18, 2012 | Knowledge

    Tips for Relationship Selling

    Building trust will transform your client relationships

    Relationship selling is dead, or so contends author Matthew Dixon in his book The Challenger Sale. I think Dixon’s report of the death of relationship selling is an exaggeration. Let’s say relationship selling is evolving. Dixon advocates “challenge selling” over …

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