The Common Missing Element In Negotiation
Preparation. There are three primary reasons why negotiators are unprepared. 1. They assume that just talking, is low risk. 2. They think that preparation takes too much time. 3. People generally,...
View ArticleThe Q: A Sample in Action
The “Q” is an effective tool to generate clarity in the face of uncertainty. It has many applications. What follows is one such use. Meet Loris. She owns a kitchen cabinet distributorship of an...
View ArticleDefining Good Customers
By Michael Walsh Have you ever stopped to think about how your definition of customers shapes what types of customers you get, how you take care of them, and how well they pay you? Let’s use a new,...
View ArticleElements of Effective Negotiation (Part Three)
By Michael Walsh What’s missing too often in negotiation? Preparation. There are three primary reasons why negotiators are unprepared: 1. They assume that "just talking" is low risk. 2. They think...
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