Communication

Finding common ground is the key

December 1, 2004
Whether negotiating a deal or arguing your point, its much more effective to emphasize whatever you have in common with your opponent than the differences.

When negotiating, take the right side

December 1, 2004
In high-stakes negotiations, sitting across the table from your opponents ends the signal that you are enemies, not collaborators who are looking for solutions that meet both your needs.

Practice the four R’s of ‘power listening’

January 1, 2004
Power listening is listening with empathy, putting yourself in the other person’s shoes, and responding with what you understand the other person has said. The best way to become a power listener is to develop the specific skills of active listening, especially the “four R’s”:

Hold a waffler accountable

September 1, 1997
Wafflers constantly change their minds and give wishy-washy answers to even the most simple fact-finding questions. To hold a waffler accountable, try these techniques.