Negotiation and the Short Term Performance Trap
The best short-term results don’t come from short-term management, but from longer term.
Author Archive for: Charles H. Green
Entries by Charles H. Green
Trust, Conflicts of Interest and Death Bonds
Conflict of interest is the fuel that feeds trust issues of self-orientation.
Top Ten Things Not to Say in a Sales Call
Top Ten list of no-nos a salesperson should never say
Trusted Professions
The various ways in which trust plays out in life.
Apologies, Forgiving and Forgiveness
What has apologizing got to do with forgiveness? Ideally, not much.
Is Neuroleadership More Than Reinventing Wheels?
The man was dining alone. He looked up from his menu and asked the waiter, “What’s the soup du jour?” Beaming with pride, the young waiter answered, “Soup of the day!” Something like that joke is playing out in the buzzy new field of “neuroleadership.” Business Week, July 28, “The Business Brain in Close-Up,” introduces […]
FUD – Why Sell Is Still a Four Letter Word
Greg Milliken tells us about the origin of FUD—Fear, Uncertainty, and Doubt. Think “Nobody ever got fired for hiring IBM.” In other words, it’s selling by spreading FUD about your competitor, rather than by focusing on helping the customer. FUD-based selling, as Milliken eloquently points out, rots the soul. And while I ultimately think that […]
Linking Integrity and Success – CFOs and UBS
What’s the link between integrity and success? Views on UBS’s CEO ouster.
A Knockout Presentation
TED Conference
Leadership and Folk Wisdom
The literature on leadership is distinctive in two respects—its volume, and its level of generality. Maybe it’s just me, but I tend to glaze over when I can’t figure out if the subject being discussed is a verb or a noun. So it’s interesting when you run across a piece on leadership that is clear […]