Trust Tip 16: Get Beyond Fairness
trust negotiation fairness
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
trust negotiation fairness
One business page, Sunday NYTimes. Two articles. Two distinct visions of our future. Andrew Sorkin’s “A Growing Aversion to Ticker Symbols” describes the seeming tsunami of private equity money creating a shadow economy, engulfing publicly traded stocks, escaping the scrutiny of Sarbanes Oxley and the SEC, and enabling CEO compensation even greater than we’ve seen […]
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Amsterdam, Schiphol Airport, flight lounge 52. I have 90 minutes of work to do in the business lounge. A few desks away from me sat a very large man, gobbling snacks, sweating—and wheezing, very loudly, with every breath. The more he went to get food, the louder he wheezed on return. He annoyed the hell […]
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Until three years ago, I had heard about it, but hadn’t yet seen it. Then I saw the resume of a Fortune 100 Commodity Purchasing Manager. At the top, it said: Manage the following Global Business Commodities: control packaging mailing & fulfillment signage design, printing & duplicating sub-contract labor consulting services information technology services. Wait […]
According to a recent Braintrust study on B2B selling, only 33% of sales reps consistently hit their targets. Whether that data point reflects inaccurate goalsetting or a need for upskilling, that’s a lot of rejection. Losing a sale is a challenge that sits squarely at the intersection of business revenue and personal psychology. While it […]
We often think of establishing trust in business relationships in sales-related roles. For instance, if I have a product or service, I will tell you how my industry knowledge and credentials will make it clear I am the person you should buy from. In short, you can trust me. I know everything there is to […]