I recently coached a newly promoted executive through negotiating the raise that should have come with it. He was talented, successful, and had grown his unit to over $150million in just a few short years. Yet, he was struggling with how to ask for what he wanted. I get it…. don’t you? We have all […]
Walk into any negotiation seminar and you’ll hear the same advice: know your BATNA, anchor high, use silence as a weapon. Good tactics, all of them. But after years of watching deals get made and deals fall apart, I’ve come to believe there’s one skill that separates truly exceptional negotiators from everyone else. It has […]
It is not always easy to get to the bottom of what is causing issues, obstacles, and road blocks to our progress whether this be personal or professional, individually or collectively. The natural questions typically start with ‘why.’ Why did you do this? Why are you under quota? Why is your team not making their goals? Ironically, […]