Negotiation is all about people who are sensitive, have delicate egos and are concerned about feeling good about themselves. That’s why Win-Lose doesn’t work–it makes people feel bad. When you make people bad, you motivate them to work against you instead of with you which makes your life difficult as well as miserable. Win-Win, on…
My Example of the Week Several years ago I was flying on American Airlines from Albany, New York, through Chicago’s O’Hare Airport to Phoenix. The flight out of Albany was two hours late because of a mechanical problem, which meant I would miss my connection on the last flight of the evening to Phoenix and…
In This Issue – My Reminder of the Week– Example of the Week– Pass it on– Travels My Reminder of the Week Negotiation is all about people who are sensitive, have delicate egos and are concerned about feeling good about themselves. That’s why Win-Lose doesn’t work–it makes people feel bad. When you make people bad,…
People have an insatiable need to be appreciated. If you can satisfy this need, you will have them eating out the palm of your hand. One very easy way to do this is to complement people, in a sincere way, for any number of reasons: things they have accomplished, the outfit they are wearing, how much you like their…
A territory sales rep for a large pharmaceutical company communicated with her actions when she was denied the opportunity to communicate with words. She was making a joint sales call with her boss, the district manager. The doctor they were calling on worked at a medical clinic that was located on the twelfth floor of…
If you want to improve your people skills, take the time to show those around you that you are truly interested in what they have to say. Start out by asking a question or encouraging others to talk to talk about themselves. Then, while they are talking, focus solely on them, make eye contact, nod…
A smile has such a profound positive impact on those around you that it is the one thing that is used more often than sex in advertising. So, if you want your life to change dramatically for the better, try this: Tomorrow morning, before you get out of bed, make the decision that you are…
Personal relationships need to be maintained in order to remain healthy. You maintain your relationships by regularly visiting with people, either in person or over the phone, when you don’t ask for anything. If the only time you call or call on people is when you want something, you quickly become labelled as a “taker”…
If you expect to achieve anything during your lifetime that is worthy of note, it’s important to remember one thing: you can’t do it by yourself, you need all the help you can get. So invest in personal relationships because relationships, as they develop, naturally lead to trust. When someone trusts you and you ask…
Sending Notes of Thanks If you want to get others excited about going the extra mile for you over and over again, all you need to do is to make them feel special when they do. Merely saying thank you is not enough. For example, instead of sending someone a thank you note, send a…