Month: September 2004

Win-Lose Doesn’t Work

Negotiation is all about people who are sensitive, have delicate egos and are concerned about feeling good about themselves.  That’s why Win-Lose doesn’t work–it makes people feel bad.  When you make people bad, you motivate them to work against you instead of with you which makes your life difficult as well as miserable.  Win-Win, on…

Capitalize on Your Moments of Truth

Airport

My Example of the Week Several years ago I was flying on American Airlines from Albany, New York, through Chicago’s O’Hare Airport to Phoenix.  The flight out of Albany was two hours late because of a mechanical problem, which meant I would miss my connection on the last flight of the evening to Phoenix and…

Actions Speak Louder Than Words

A territory sales rep for a large pharmaceutical company communicated with her actions when she was denied the opportunity to communicate with words. She was making a joint sales call with her boss, the district manager. The doctor they were calling on worked at a medical clinic that was located on the twelfth floor of…