One-Way Conversations Are Never Good

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”

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”

Seen and Not Heard, Speak Only When Spoken To, Why It’s Good to Listen

In the old days (as late as the mid-20th century), many parents told their kids that children were meant to be “seen not heard” and that children can only “speak when spoken to.” This rule prevails among many families, never mind if it’s the 21st century and some people say we should be more liberalContinue reading “Seen and Not Heard, Speak Only When Spoken To, Why It’s Good to Listen”