March 22, 2017 |
Knowledge
Assess the situation to see if negotiating makes sense
We negotiate all the time. Any time you want something that another person has, or that person wants something that you have, you’re in a potential negotiation. Should you negotiate? That depends. You’ll want to size up the situation and …
March 3, 2017 |
Interviews
An interview with bestselling author Warren Berger about questions and the importance of Question Week
Are we asking the right questions? Can asking better questions spark innovation and creativity? How can asking better questions help us in our personal and business lives? Exploring the power of inquiry is the focus of Warren Berger’s 2014 bestselling …
Build value with your customers by understanding their business concerns
What keeps your customer up at night? What is he or she most worried about? One of the best ways to build value with your customers is through a deep understanding of their business concerns. Too often, salespeople lead with …
February 15, 2017 |
Knowledge
These simple, effective techniques will improve your listening skills in no time
One of the most important skills in communication — and in business — is the ability to listen. Listening is critical because, after all, if you can’t listen, how can you respond in any meaningful way? Listening involves not just …
December 6, 2016 |
Resources
It’s a challenge to measure ad effectiveness of online ads. In this podcast, researchers from the Kellogg School of Management at Northwestern University talk about how hard it is to really measure whether a digital ad is effective, and discuss …
December 3, 2016 |
Resources
We can and should ask better questions. As children, we ask lots of questions, and are naturally curious about life. Much of that dissipates as we get older. In his book, A More Beautiful Question, Warren Berger examines how we …
September 4, 2016 |
Resources
What would make it possible for a company to last 100 years? And why are so many companies gone too soon?
Projects revolve around stakeholders
Projects stakeholders have an interest in the outcomes of your project. Some are more important to the life of the project, such as the sponsor, steering committee, or project team members. Others are no less important but are involved only …
October 13, 2015 |
Knowledge
Plan ahead to get the most out of project resources
by Denise Gifford One of the most common mistakes a new project manager can make is to request more information than is needed to run the project. Information is an important resource, but it is not free. Completing forms …
April 15, 2015 |
Knowledge
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 …
February 12, 2015 |
Knowledge
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 …
July 24, 2014 |
Knowledge
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 …