RECOMMENDATION Kevan Hall’s consulting firm specializes in matrix management and he clearly believes in it, but he’s so honest about its challenges that he’s almost rueful. He knows that managers who do well in a vertical hierarchy can find the...
Read moreImprove Your Virtual Meetings
Recommendation Even before COVID-19, conference calls and video meetings were a part of the business world. To thrive in this remote environment, executive John Arthur argues, you need to understand how to make the best use of today’s technology...
Read moreHow To Speak How To Listen
Recommendation In 1940, intellectual, philosopher and academic Mortimer J. Adler wrote How to Read a Book, described by Amazon as a “living classic.” Forty years later, he wrote this accompanying volume on speaking and listening, offering the...
Read moreHear And Now
RECOMMENDATION Most women in business feel that their voices carry less weight than their male colleagues’ deeper tones. Corporate speaker and women’s rights advocate Chris Davidson confirms the reality of this vocal obstacle: It’s as much...
Read moreFace to Face
RECOMMENDATION In his bestseller, A Curious Mind, Hollywood hit-maker Brian Grazer asserted that curiosity is the secret ingredient that fuels success. He attributes his success to his ability to forge meaningful human connections by looking...
Read moreLeading Up
When leaders lack solutions to challenging problems, they need brave subordinates, clients or vendors who will challenge them and help them think in a fresh way. Wharton Business School professor Michael Useem calls this process “leading up.” He...
Read moreThe Lost Art of Closing
Sales impresario Anthony Iannarino believes many salespeople don’t know how to have productive conversations with clients, even though sellers’ words make or break sales. The typical salesperson might say, “What’s it going to take to get you to...
Read moreCrucial Accountability
What should you do when someone cuts in line in front of you or speaks of you supposedly humorously but disparagingly? In such circumstances, most people end up doing nothing. Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan and Al...
Read moreThe One Minute Negotiator
People intensely dislike negotiating. This is true for everyone, including senior business professionals. This dread may derive from the mistaken attitude that negotiation must be a win- lose confrontation. Not so, according to Don Hutson and...
Read moreThe Negotiation Field book
The objective of this guidebook is to teach you how to negotiate. Many books about negotiation are available and they offer many different kinds of advice. This guide takes a slightly different approach. It begins by emphasizing advance...
Read moreThe Art of Negotiation
Sports great Arthur Ashe enjoyed a lucrative endorsement contract with Head, the firm that supplied his tennis rackets, but the company wanted to stop paying his 5% sales royalty. During discussions, the chairman of Head barged into the room...
Read moreSustainable Negotiation
International negotiation expert Eliane Karsaklian makes a strong case for the similarities between quantum physics and negotiation. She draws parallels between the shifts in perspective that quantum physics demands and the shifts in perspective...
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