A salesman boasted that his meeting with customers went well. He did all the talking and pushed his customers to agree to whatever he suggested. “Dominating the meeting is important,” the salesman said, “it avoids the meeting turning into a gripe session and at the same time, focuses on getting what we want.” Many executivesContinue reading “One-Way Conversations Are Never Good”
Tag Archives: empathy
The Value a Small Table Can Bring
I was in a bad mood that morning. The bank I always go was closed. The manager said the staff was sick with the coronavirus so I had to go to another branch further away. I didn’t like my time being wasted but I had no choice if I wanted to finish my transactions thatContinue reading “The Value a Small Table Can Bring”
Negotiating Needs Time
One important thing the expert hostage-negotiator, Chris Voss, teaches in his book, Never Split the Difference, is to exercise empathy with whom we negotiate with. Mr. Voss advises we listen intently, ask questions, and mirror what the other party says as the latter cites whatever demands he or she puts on the table. Easier saidContinue reading “Negotiating Needs Time”
Paying Attention versus Getting Attention
A columnist at a leading daily newspaper writes every week about ghosts, spirits, reincarnation, or in other words, supernatural stuff. He is obviously popular as he’s been writing for the newspaper for decades. He seems to be doing well as he’s consulted for some people and spoke at gatherings. I laugh at how people canContinue reading “Paying Attention versus Getting Attention”
How to Deal with Insults
I was insulted the other day. A senior director on the board of trustees of a high-rise building said I lacked technical education and experience. For a person who is an engineering graduate and has been in business for almost 40 years, that sounded very much at least like an insult. It’s not the firstContinue reading “How to Deal with Insults”
Ellery's Essays 