Communication

Motivation, that most slippery of beasts

June 9, 2021
“Here’s the dirty little secret about motivation you need to know,” writes Alain Hunkins in Cracking the Leadership Code: Three Secrets to Building Strong Leaders. “You can’t really motivate anyone else.”

What should you fear from the ‘dark triad’?

June 9, 2021
Aggressive, dominant, self-promoting. Manipulative, cynical, strategic. How about risk-taking, impulsive or lacking in empathy. Do any of these traits ring true for anyone you know? How about for yourself?

Not the real deal? Confess it

June 9, 2021
“The costs of imposter syndrome extend beyond the individual,” writes executive coach Alexandra Friedman in an article on Forbes.com called “Overcoming Imposter Syndrome as an Emerging Leader.”

Selling staff on being delegated to

June 9, 2021
If you think delegating assignments is just telling employees what to do, think again: Delegating is more like negotiation.

Move on before salary negotiations bog down

June 9, 2021
Do salary negotiations seem to drag on and on when you’ve got a candidate you want to hire? Do yourself and your job candidates a favor: Announce clearly when you’ve reached the highest salary you can offer.

Negotiation Quick Takes: July ’21

June 9, 2021
Why just tell if you can show? … One question to possibly avoid … Use your voice appropriately.

Do you negotiate by asking … or are you just telling?

June 9, 2021
It’s often assumed that business negotiations—especially when price is concerned—must be cutthroat. But that’s not always necessary. In negotiating, as in working with people in general, knowing who you’re talking to and how to talk to them can make all the difference.

Use judicious threats to propel talks

May 27, 2021
When you’re working out a problem with employees, vendors, or customers, making threats can be risky. People resent them, and you may decrease the likelihood of cooperation and even risk inciting revenge. Yet, as negotiation experts Adam D. Galinsky and Katie A. Liljenquist point out, threats can be effective—if you follow these three principles.

What to say when you can’t deliver on a promise

May 26, 2021
One of the toughest kinds of bad news to deliver is your failure to accomplish what you promised. Here’s what to do.

Convey your vision with vivid detail

May 26, 2021
Employees want to know lots of things, but telling them where your organization is going is what gets them fired up. The key is providing detail.