Negotiation and the Short Term Performance Trap
The best short-term results don’t come from short-term management, but from longer term.
Charles H. Green is founder and CEO of Trusted Advisor Associates LLC; read more about Charlie at http://trustedadvisor.com/cgreen/You can follow him on twitter @CharlesHGreen
The best short-term results don’t come from short-term management, but from longer term.
Conflict of interest is the fuel that feeds trust issues of self-orientation.
Top Ten list of no-nos a salesperson should never say
The various ways in which trust plays out in life.
What has apologizing got to do with forgiveness? Ideally, not much.
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 […]
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 […]
What’s the link between integrity and success? Views on UBS’s CEO ouster.
TED Conference
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 […]
Part I of this blog described how over-emphasizing the trust-building factors in the Trust Equation without balancing your self-orientation can actually hurt your trustworthiness. It also identified many internal and external triggers that might increase self-orientation. In this post, we explore specific actions you can take to avoid over-playing your strengths. The Goldilocks Effect In […]
Playing to our strengths can be seductive. We all want to feel we are presenting our best selves, and that naturally leads us to emphasize those things at which we excel. It’s often how we define our professional roles, our careers, even ourselves. Too Much of a Good Thing Some modern psychometric tools are built […]