The Secret Sauce in Appealing to Someone’s Best Self

My husband will be the first to tell you that he’s not a fixer-up kind of guy. He can change a lightbulb, but if anything else goes wrong...

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eyes, eye-contact, communication

Do Your Eyes Build Rapport or Destroy Credibility?

The “ayes” have it in meetings. The “eyes” have it in most all other encounters. Eye contact is so powerful in our culture that we summon...

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disagreement, conflict, conflict resolution

How to Settle a Conflict When You’re Wrong

In a past organization, I routinely interacted with an employee who just couldn’t bring himself to admit being wrong about anything. No matter...

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listening, analytical listening, personal bias, propaganda

How to Listen Analytically to Persuasive Appeals—And NOT Be Tricked!

Often these days, while listening to pundits and politicians, I feel the urge to flash a warning label across the TV screen: —Opinion, Not...

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simplicity, simplify, business communication, sales communication, persuasive communication

How Simplicity Helps You Sell Your Ideas, Products, and Services

Have you ever become frustrated searching a company’s website, trying to find an answer to a simple question or a phone number to call for help?...

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negotiations, negotiating, sales, marketing, contracts,

What to Do When Hit With a Negotiation Surprise

Experienced negotiators refer to this surprise tactic as the “bomb scare.” Such surprises happen in sales, salary negotiations, customer...

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