Blog Articles
Negotiating a Win-Win Requires Trust
Great negotiators know how to gain a strong position, hold their cards closely to their vests, and use their position to squeeze all kinds of concessions from the other party, right?
Business Negotiating Tip #1 — Know Your Walk-Away
We are constantly negotiating throughout the day — from our family members, to coworkers, or even to big contracts with business partners. What do you think is the most important thing to keep in mind when negotiating? This Spring I’m teaching an MBA course on negotiations at the University of Washington Bothell School of Business. […]
Develop a Purposive Mindset
When you think about change, what comes to mind? This morning I asked that question to Jim Blasingame, host of the Small Business Advocate, radio show. You can listen to my interview by clicking below. Find interviews with Small Business experts on the Small Business Advocate show Not surprisingly, his answer was “Pain and having […]
Please help with my dissertation study!
Data collection for the study concluded on 5/31/15. Many thanks to all who participated! ________________________________________________________________ Dear Friends and Colleagues, I need your help for my PhD dissertation research study! I’m a PhD student in Human and Organizational Development at Fielding Graduate University and I’m conducting research on a new personality test. You […]
Are You Limiting Your Growth and That of Others?
Kegan vs Von Forester Yesterday, I re-read Kegan and Lahey’s Immunity to Change and thought I would take a time-out from my current study of the process philosophy of Heraclitus, Alfred North Whitehead, and Charles Peirce to share some meaning making that happened for me Find interviews with Small Business experts on the Small Business […]
What Reality Are You Living In?
Constructivism I’m currently working on the literature review of personality theory for my dissertation. So, I thought I’d share a concept I believe is very powerful—constructivism. Abraham Maslow suggested that we interpret neurosis as “a failure of personal growth,” (Hall et al, 1957). Applying this to business, maintaining or growing a healthy business requires that […]
Change Leadership Secret – 107 – It’s Up to You
Change Leadership — Secret # 107 It’s Up to You Nobody can contribute to the best of humanity that does not make the best of himself. —Johan Gottfried Herder What I Need to Know Now that you have learned all the disciplines required to be an outstanding change leader, you need to take action. I […]
Change Leadership Secret – 106 – Follow the Change Leader Code of Conduct
Change Leadership — Secret # 106 Follow the Change Leader Code of Conduct The simplest ethical precept is to be served by others as little as possible and to serve others as much as possible. —Leo Tolstoy What I Need to Know The change leader shall diligently: 1. Work as an agent authorized by the […]
Change Leadership Secret – 105 – Leave Transactional Selling for Websites
Change Leadership — Secret # 105 Leave Transactional Selling for Websites These days man knows the price of everything, but the value of nothing. —Oscar Wilde What I Need to Know At the beginning of this book, I discussed how the forces of globalization and Internet commerce are reducing the perceived value of the traditional […]
Change Leadership Secret – 104 – Focus on the Method, Not the Effort
Change Leadership — Secret # 104 Focus on the Method, Not the Effort Never mistake motion for action. —Ernest Hemingway What I Need to Know We all have pressures that make us desperately want to grow our business. When looking for ways to grow our revenue, it is tempting to measure the activities of salespeople. […]
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