Making The Matrix Work

Making The Matrix Work

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...

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Improve Your Virtual Meetings

Improve 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...

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How To Speak How To Listen

How 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...

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Hear And Now

Hear 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...

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Face to Face

Face 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...

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Leading Up

Leading 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...

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The Lost Art of Closing

The 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...

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Crucial Accountability

Crucial 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...

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The One Minute Negotiator

The 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...

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The Negotiation Field book

The 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...

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The Art of Negotiation

The 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...

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Sustainable Negotiation

Sustainable 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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