Sublime

KEY LESSONS Superstar negotiators—real rainmakers—know that a negotiation is a playing field beneath the words, where really getting to a good deal involves detecting and manipulating subtle, nonobvious signals beneath the surface. It is only by visualizing and modifying these sub surface issues that you can craft a great deal and make sure that it

Pratique a escuta livre Em uma sessão de coaching com Bill, você sabia que ele ouviria atentamente, sem ficar checando mensagens ou e-mails no celular, nem olhando o relógio, ou pela janela, deixando sua mente vagar. Ele estava sempre bem ali. Hoje é popular falar sobre “estar presente” ou “no momento”. Temos certeza de que essas palavras nunca saí

If you’ll trust me for a second, take a break now and try it out: Strike up a conversation and put a label on one of the other person’s emotions—it doesn’t matter if you’re talking to the mailman or your ten-year-old daughter—and then go silent. Let the label do its work.

Maling Sense of People [Décoder les gens] de Sam Barondes a eu un fort impact sur ma façon de penser et j’offre parfois un exemplaire de ce livre à un candidat en cours d’embauche.

Start with a couple of hundred words about something you struggle with psychologically—something that gets in your way and has a bit of a history to it. Be sure to describe some of that history and the internal and external ways that it interferes. Once you’ve done that, get a pen and draw a circle around all words that are reactions: thoughts, fee

You need to talk to your profile to get the one problem out. You can’t afford to sit at your desk imagining the

Emotions are one of the main things that derail communication. Once people get upset at one another, rational thinking goes out the window.