Clark, my client, stopped by our office unexpected: “I have good news and bad news. The good news first. . . . A couple of partners and I just bought a small telecom—a spinoff of the division I managed before we all got laid off.” “Sounds like great news,” I said. “Maybe. If we can […]
Ruth Saunders, Author, Marketing in the Boardroom: Winning the Hearts and Minds of the Board Introduction An unfortunate but familiar scenario frequently plays out. A team comes up with a breakthrough idea that could not only drive short term growth but also ensure long-term financial stability. But once in the boardroom it all falls apart, with
Three issues that bug the Board and how to avoid them Read More »
Shari Levitin, Author, Speaker & CEO, Shari Levitin Group 1. Go for the standing ovation every time. The ultimate downfall for most business people is their inability to handle rejection. But if you’re going to make it as an entrepreneur, you have to be able to take rejection… lots of it. My mentor told me
Dr. Robin L. Pinkley, Professor, Management and Organizations, Cox School of Business at SMU Whether professional negotiator or novice, you negotiate when you rise in the morning until you sleep at night, over everything from carpool duty with your spouse to managing relations with external vendors. Shifting organizational forms, unprecedented economic pressures, and the need to
Phil Friedman, President & CEO, CGS Leaders must negotiate on a daily basis – with customers, suppliers and partners. While some leaders may have the innate ability to negotiate, it’s the experience, need and perseverance that create the strongest, most-respected negotiators. Over the past 32 years as a business owner and CEO, I’ve learned that
Perfecting your approach – the art and science of negotiation Read More »
Ray Zinn, Author, Tough Things First, Lessons On Management, Leadership and Entrepreneurialism from Silicon Valley’s Longest Serving CEO The longest afternoon you will spend is at a four-way stop in a small Southern town. Shared Southern politeness will cause everyone at the intersection to insist the other three people go first. This is a failed negotiation.
Ken Marlin, Author, The Marine Corps Way to Win on Wall Street: 11 Key Principles from Battlefield to Boardroom In the early 1970s, I attended what the Marine Corps calls “The Basic School” or “TBS”. That’s where newly minted Marine Corps officers learn how to lead men in ground combat. I learned a lot at TBS as
Yadvinder S. Rana, Founder, Neglob International negotiations are complex and ambiguous. They usually involve multiple parties acting in specific contexts with divergent objectives, priorities, cultures, and personalities. This is the reason why effective negotiators design the game in their favor even before they get to the table. They transform the negotiation scope and structure by
Designing the Game in International Negotiations Read More »
Martin Limbeck, Author, NO Is Short for Next Opportunity – How Top Sales Professionals Think It’s happened to even the best sales professionals and business leaders: you give a stellar presentation and everything is going smoothly. You’re pretty sure you’ve got the deal in the bag and then it happens: the client says, “I’m sorry.
7 Ways to Handle The “Too Expensive” Objection and Close More Sales Read More »
When I trained as a coach under the great Woody Hayes at The Ohio State University, we all learned one important lesson early: Don’t try to manage results. This is the key to success in anything people do. In this video, I talk about the only two things a person or a team can actually
Jim Camp’s Coaching Secrets: Managing With Results Read More »
The best of Business news, in your inbox.
