The Dishwasher’s Tale
During a recent conversation, a friend–General Counsel for a large listed company–mentioned that she does not feel appreciated by her CEO for all the work she does; and that feels disheartening. How often do we hear this? Is this a gender issue? Do females need to feel workforce appreciation more than males? A Little Appreciation […]
You’ll take this deal and like it: the limits of rational trust, part 3
In the previous posts I discussed four ways in which rational trustworthiness, that is, the decision to be trustworthy because it is seen to pay off in the long run, breaks down. Today I’ll take a look at the last type of trust breakdown: the dominant strategy. In game theory a dominant strategy is one […]
Muses: Really Entertaining Business Blogs by Women
Some of the most entertaining, content-rich and downright helpful business blogs we love are written by women. Here are a few of our favorites. What are yours? Danah Boyd’s Apophenia is both scholarly and immensely readable. She has real research, real clues and real heart about what’s going on with young social media consumers. Want […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.