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Why getting to NO is a better start than fishing for a YES, via Chris Voss
We can enjoy a terrific interview with Chris Voss published by Talks at Google. Chris is the reigning educator on negotiating skills, and his book is Never Split the Difference. Yes is a commitment, no is protection (not a problem, just a good beginning) Make your counterpart (not adversary!) feel safe, and they grow more creative…
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The more important a change is, the more time we ought to be willing to give it.
Seth Godin is very good at reminding people to keep going even though they are not yet seeing results. (I highly recommend The Dip: A Little Book That Teaches You When to Quit (and When to Stick). Recently he reminded us that we can't reason our way into cultural change. No matter how good the reasoning, we have…
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Understanding irrational behaviors
What I love about Daniel Kahneman is that he's opened our eyes to the fact that just because behavior is irrational, doesn't mean we can't understand it. We CAN understand and control irrational behavior, and we don't have to control all of it… Just the part that's doing us harm. I recently discovered the writings…
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How to write a personal email that will get noticed, from the Boomerang App
I read many articles from mass email service providers about how to write more productive emails. Now I'm getting a fresh perspective from the GMail app called Boomerang. The application reminds its users if an email has not yet received a response, among other features, and is now available for Outlook as well. Boomerang decided…
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How to keep going when the project gets all tangled up
People tell us that good planning will lead to project success but that's a lie. Good planning can keep your friends on your side when the project is completely messed up. Good planning can help you track where things went off the rails. Good planning can lessen your guilt, but wait, maybe we have nothing…
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How public schools can better speak for themselves
What I love about this story is that it offers a method for schools and other institutions to shift perceptions and behavior in their community. Lots of big city school districts have public relations departments, but few of them "work smarter" to make change the way this team does. It's very inspiring, and I recommend…
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Attention, engagement, other measurement myths
Some things are unmeasurable, at least in a practical, affordable way. David Ogilvy used to say, "We sell. Or else." It's not that all those intermediate steps aren't necessary… they're just not measurable. That's why mapping customer journeys help so much. Figure out the path from attention to engagement to interaction to sale… but don't…
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Defining a successful customer conversation
I've been exploring the ideas published by Rob Fitzpatrick in The Mom Test. Although he's speaking to startup founders, many of his ideas have strong application for all customer research and business development. When talking to customers about our business, we have to get information, even if that it's a "no," because NO is valuable feedback.…
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The pitfalls of being a problem solver
When I arrived at Columbia Business School, I was delighted to discover that every subject was just about solving problems. Instead of explaining things, we we always expected to propose solutions. Of course, the problem with business school is we seldom had the opportunity to execute a solution, and even if we did, we weren't around long…
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“Problems are inevitable and solvable” says optimist Chris Anderson
Just getting ready for today's problems! Ozy: The Man Behind TED Talks on Persuasive Speaking, 2016-Apr-19 by Neil Parmar Optimism is the stance that problems are there to be solved, that problems are actually solvable and that if you want an operating manual for life, you carve two tablets: One of them says problems are…
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