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The Fourth Rule of Negotiation: Expectations Are Everything

Setting the right expectations with the other side of a negotiation is paramount to getting to a solution that works on a long term basis. In every negotiation, in every relationship, in just about any situation that applies to life – you will have numerous opportunities to set the other parties expectations. And the magic [...]

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The Third Rule of Negotiation: The One With The Least Interest Controls The Relationship

In any negotiation, if you find that you are the party who is clearly the most interested, one of the easiest ways to become less interested is to evaluate your BATNA.

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The Second Rule of Negotiation: When You Are Explaining You Are Losing

Kenny Rogers alluded to it when he sang about it in the famous song The Gambler. You got to know when to hold ‘em, know when to fold ‘em, Know when to walk away and know when to run. You never count your money when you’re sittin’ at the table. There’ll be time enough for [...]

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The First Rule Of Negotiation: First One To Talk Loses

One of my college professors taught me this simple Rule by holding a class activity. One day, he came to class and told everyone in the class to pick a partner. The activity for the day was that we were going to “negotiate” a buy price for a used car and whoever negotiated the best [...]

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Range Of Crazy

We are all crazy. Pretty much everyone I know or have ever come in contact with is nuts in one way or another. So if you are in a relationship with someone (business, personal, whatever) — and you find yourself wondering “is that person crazy?” the answer is Y-E-S. And if you are in a [...]

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Ed Ledek Math

When I was in college, I had the chance to work for some great people who taught me lessons that I still tote around with me today. Not just lessons about business, but lessons about life. One of those people that taught me some great things was Ed Ledek. Ed was a managing partner in [...]

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Steve Wynn: I Agree

Geez. Politics are everywhere nowdays – or at least they seem to be. I wouldn’t consider myself all that “political” of a person – but I couldn’t find much I disagreed with in Steve Wynn’s recent interview for CNBC.

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It’s All What You Get Used To

About to undergo a major change in your life? Something lurking in your future that seems larger-than-something-you-can-handle-without-complete-meltdown? Keep this phrase in mind: It’s all what you get used to. Like most parents, I try to worry too much about my kids and what is in their best long term interest. Mostly, I have an idea [...]

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Operating On Children: Don’t Worry I Am An Expert.

Talking to a small business owner about helping them with their business is very similar to a surgeon talking to a parent about operating on a child. THEIR child.

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Darin Persinger: As Good As Gold

Darin Persinger: The Best In The Business Have you ever wondered what made up a good coach? What was the difference between someone who could really help you realize bottom-line-improvements vs. just another bag of hot air? You are not alone. I have often wondered what makes a great coach when it comes to productivity [...]

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Susan Baier: You Should Be So Lucky

Susan Baier… If you Googled “Susal Baier” and came upon this post, you should be so lucky. I will tell you the truth. Like no one else will… or at least like she won’t. If she has even casually mentioned that you could be so lucky to hire her to help you figure out whatever-it-is-that-you-are-trying-to-figure-out… [...]

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Lori Gilson: Amazing.

Looking for more information for some reason about Lori Gilson? She is amazing. And if she has applied for a job with you for whatever reason, don’t just take my word for it, I have a number of people she has worked with who can back me up. If you are a boss of something-or-another [...]

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Bucket Dippers: Can You Take Out More Than You Put In?

Chances are, somewhere along the path of life you have heard the phrase: In life, you can’t take out more than you put in. Heck, they even teach it in Kindergarten these days – the other day I heard my 5-year-old say: Mom, Sam is being a bucket-dipper! And when I did a double-take, I [...]

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What Motivates People At Work?

Someone has said it better than I ever could. Way, way better. My version was the 2-4-6-8 version. This version? The rest of that story. Well worth the 10 minutes…you’ll see.

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Being Authentically Great: It Is A Matter of Life or Death

If you are authentically great at something, people will put up with a lot of your personal quirks… if  you solve their pain. If you are the worlds greatest brain surgeon and I have a brain tumor, I could care less what you look like, smell like or sound like… I want you cutting my [...]

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When FUD becomes FUDGE

I travel. Sometimes, I travel a lot. And when it comes to the ins-and-outs of hauling my carcass from city to city – I have learned a thing or two. So when I come up against a bright and shiny, newly-trained, cross-selling boy scout car rental clerk, it isn’t very often that the grizzled road [...]

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Customer Stealing: Steal Customers From Your Competition

If you are in business and have brick-and-mortar locations, you can’t afford to ignore something called “location based marketing”. Location based marketing will evolve into many things, but something that business can use it for right now is… Customer Stealing. That’s right – you can use applications like Foursquare to literally steal customers from your [...]

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10 Signs You Are Leading From The Back

If you are managing a small organization of people and are not leading from the front, logic dictates that you are leading from the back. And if you are leading from the back… enjoy the perceived cushy ride it while it lasts. Chances are you are on your way out unless you learn how to lead from [...]

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Leading From The Front

Is your management style to lead from the front or lead from the back? If you have a small group of people to manage, chances are that the only effective management strategy is to lead from the front. And if you don’t lead from the front? Someone else will. Have you ever heard any “business [...]

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