admin | June 10th
The book, Made to Stick, makes the point that the biggest roadblock to getting your message across to others… is “The Curse of Knowledge”. The Curse of Knowledge is when the sender of the communication assumes that the receiver understands the message simply because the sender understands it. The Curse of Knowledge is a barrier [...]
admin | May 25th
Made to Stick looks at business communications from a psychological perspective… meaning which communications get people to buy products, spend money, and simplify their buying decisions. It explains how to influence people – a core component of negotiation strategy – by showing there is more to persuasion than logic and facts. Here’s how to create [...]
admin | May 10th
Made to Stick is a book about what makes a message “sticky”… meaning the message is memorable. The book is primarily aimed towards people whose responsibilities include presentations, marketing, and sales; however, it is not limited to those groups of people. Made to Stick also provides valuable insight for those people involved in negotiations. The [...]
admin | March 25th
Everything I know about creativity for negotiations… I forgot in kindergarten. Creativity, however, can be critical to finding solutions in the negotiation process. Successful negotiations typically require us to change our thinking process in order to move us away from positions and towards exploring solutions to resolve concerns. Fortunately, Roger von Oech has written A [...]
admin | March 15th
I had a wonderful time talking about conflict management in the workplace with Deborah Shane. You can listen to the archive right here. http://www.blogtalkradio.com/trainwithshane/2010/03/15/career-transition-and-the-workplace
admin | February 12th
http://www.jpost.com/Opinion/Columnists/Article.aspx?id=168354 What can we learn from this article on Israel & Palestine about negotiation strategies? Plenty. There are three points that the article presents that anyone would find helpful in tough negotiations. First, the Israelis and Palestinians have decided to move backwards to communicate indirectly through a mediator. It’s a positive negotiation strategy to recognize [...]
admin | February 10th
One of the first rules of negotiation is to not negotiate against yourself; however, that’s only true when you’re in the negotiation room. In the war room, you should be negotiating against yourself. There are 5.5 ways to negotiate against yourself, which I detail below.
admin | February 3rd
If you keep saying the same thing, you’ll keep getting the same thing. The Palestinians and Israelis may be changing their communications to change their conflict. http://www.tabletmag.com/news-and-politics/24895/herzliya-diary/
admin | January 25th
Negotiations require disciplined thinking. There is no way around this fact. The first step for any negotiation is that both people are able to articulate their own interests and concerns and both people are able to understand the other person’s interests and concerns. To do this, there are 4 things to think about for a [...]
admin | December 10th
Studies suggest that workplace stress costs U.S. employers an estimated $200 billion per year. The costs are related to absenteeism, lower productivity, employee turnover, workers’ compensation, medical insurance, and other related expenses. Research has shown that some workplace stress is related to conflict. The sources of conflict can be due to: Management Style. Employees don’t [...]
