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 […]
Despite the pandemic, office politics are still omnipresent; and in some cases even more prevalent than pre-Covid. Many of my clients are struggling with their voices truly being heard. Often they are talked over, interrupted, and sentences truncated. The situation can become even more difficult when a person is trying to engage in a virtual […]
Recently, I have been working with a number of executives who are being put through their paces to explain, persuade, and justify their approach to their Board and to other senior constituents. Needless to say, many grow frustrated. What is one question which can help to ‘cut the fat’ from those conversations?