According to a new report by the American Association of University Women, men still earn more money than women. The question: how much of this gap can be chalked up to different major and career choices of men and women, and how much can be attributed to gender discrimination, subconscious or not, on the part…
Is there a difficult conversation you’ve been putting off? Managing our emotions during difficult conversations is challenging, but possible. With preparation, practice, and an open mind, having difficult conversations can be a little easier. Here are some tips for your next difficult conversation: Prepare. Practice having the conversation with someone else or in front of…
Though there are many exceptions to the rule, most women don’t like to negotiate. According to Linda Babcock and Sara Laschever, authors of “Women Don’t Ask”, women are more likely to equate negotiation with “going to the dentist.” By contrast, many men speak of the act of negotiation as similar to “winning a ballgame.” Why…
Usually when two people think alike, it’s because one of them is not thinking. Let me submit that agreeing with anyone for a prolonged length of time won’t make the world a better place. Rather, disagreement is powerful and it is how we make the world better. Need some evidence? Our legal system is based…
While everyone wants more or better, the key to getting what you want in a negotiation is to make sure the other party is also getting what they want. That means that you need to understand the true motivation of the other party. Understanding the other party’s true motivation is not hard. Sometimes, all you…
If the other party in a negotiation is fearful, you might have an advantage over them, but the likely outcome is a lopsided deal. You might get what you want, but you will never do business with that person or firm again. Overly aggressive negotiators prey on this type of opponent and delight in carving…
It is legend that he or she who speaks first in a negotiation loses. Sometimes that is true but not always. This first offer is called the “anchor.” The first offer is often price, but can be terms, quality, etc. A common response might be to offer a price that is 10% above your desired…
Negotiating is easy. The key to successful negotiation is to not think of your own wants and desires. Instead, give them your full attention. The biggest mistake that people make is to focus on their own interests and position/s instead of trying to understand the interests or motivations of the other parties. As simple as…
“It is better to know some of the questions than all of the answers.” James Thurber (1894 – 1961) Author and Cartoonist A friend of mine reminded me that selling is not about what you say to the customer, but rather it is about the questions you ask. Many salespeople are in love with their…
A recent study by a psychologist at the University of Arizona found that people who spend more of their day having deep, heart felt discussions and who spend less time engaging in small talk seem to be happier. Or, simply put, the folks who choose idle banter over in-depth conversations are found to be less…