When I was in college, I worked in a cultural laboratory of human behavior that taught me a lot about people. I was a bartender. I worked in two dance…
One of the most famous quotes in American culture was never said, yet it provides a great lesson of the importance of clarity in communication. In negotiation, words are our…
“[Our negotiation methodology] was originally designed to cope with the toughest procurement negotiators on Earth anyway: kidnappers.” That line pushed me over the edge. Kidnappers are the “toughest procurement negotiators…
When I was in college, I worked in a cultural laboratory of human behavior that taught me a lot about people. I was a bartender. I worked in two dance…
One of the most famous quotes in American culture was never said, yet it provides a great lesson of the importance of clarity in communication. In negotiation, words are our…
“[Our negotiation methodology] was originally designed to cope with the toughest procurement negotiators on Earth anyway: kidnappers.” That line pushed me over the edge. Kidnappers are the “toughest procurement negotiators…
Someone said something really funny to me the other day. They sent me a document of terms that, they said, my company had to comply with. And then they told…
If you were going skydiving, one of the details you’d be most focused on was whether the parachute was properly packed. After all, the main goal in skydiving is landing…
In his wonderful book, “And If You Play Golf, You Are My Friend,” Harvey Penick provides a powerful lesson for sales people and deal makers. This is my summary: A…
I am spending this week in Kuala Lumpur, my first time back since I closed a deal here in 2011 with one of the country’s technology providers. Malaysia is a…
In 1943, in the midst of the Second World War, General Matthew Ridgway went toe-to-toe with then-General Dwight Eisenhower to oppose Giant II, a planned military operation. Ridgway believed the…
The sales landscape is densely littered with unclaimed tails. These tails are the ones that the salesperson assures their management will come as a result of making a pricing concession…