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The art of negotiating escapes most of us, even good salespeople, because few take the time to correctly understand the word and follow the golden rules of negotiating. The first and biggest error is a misunderstanding of the word. When I ask people at my Closers workshop what the word "negotiating" [...]
"Show me the money!" -- the famous line from the movie Jerry Maguire -- carries the sort of gusto and optimism that is ear candy to entrepreneurs. But as a professional negotiation coach with nearly three decades' in the trenches, I associate that catchy phrase with something else entirely. The reality is [...]
How do you get what you want while leaving the other party feeling like a winner too? Negotiating, when done correctly, creates strong win-win situations for both parties. Unfortunately, most ambitious professionals are stuck somewhere between emulating the stereotypical Hollywood idea of a hardball business tycoon and flashbacks to childhood [...]
Next, aside from preparing a brilliant presentation, do your homework about the people you will be meeting and look for ways to find common ground. For example, maybe you both love the NFL or are alumni of the same university. These kinds of personal connections can prove vital, especially if [...]
For many people, just the sound of the word negotiation makes them cringe. Some immediately break out in a cold sweat at the thought of having to step up and negotiate for the things they want and need. While some people have no problem advocating for others, when it comes to pushing [...]
In a harried business world that glorifies the snap decision, Daymond John says wait just a minute. "I take my time. People say they can see me thinking," says John, a multimillionaire entrepreneur best known for his urban clothing brand FUBU and one of the shark investors on the popular reality show 'Shark Tank.' [...]
The more difficult the economy, the greater the opportunities -- but only for those who are strong, well-prepared and persistent. Many people are fixated by national or even global economic doom and gloom. Many wait for a magic fix, only to realize it will never come. We are now in what [...]
Being a successful entrepreneur frequently involves a series of missteps and mistakes before finally nailing the right idea or business. The difference, for many, between giving up and persisting through the toughest times can be getting advice from people who have done it before — and being smart enough to [...]
Why is it that entrepreneurship, a path with a high rate of failure that guarantees little in the way of money or fame, attracts so many talented, ambitious individuals? Perhaps it has something to do with what Daniel H. Pink posits in Drive: The Surprising Truth About What Motivates Us--that the [...]
Talking about success in the business world -- whether it's making it to the corner office or founding a tech startup -- often revolves around a series of well-worn tropes: "Think outside the box," "Grow or die," and maybe the worst, "Failure is not an option." Actually, failure is an [...]
Your personal brand is similar to that of a bonsai tree -- you must regularly maintain and care for it, lest it will die. Many people care greatly for their personal brands, but even the greatest influencers have experienced problems with their brand at multiple points in their careers. But if you [...]
“Simplifying organizations is the groundwork for competitive advantage” -- Yves Morieux, senior partner and managing director in BCG’s Paris office. (He is an expert in corporate transformation) Despite breathtaking advances in communication technology, many people still feel miserable and disengaged at work. Companies try many things to remedy this situation [...]
