by Steven Fulmer | Aug 3, 2018 | Articles
There is a ‘leadership’ mindset out there which always leaves me flummoxed. I cannot understand why anybody, much less a leader of an organization hoping to be successful, would adhere to it. And yet, it is a mindset nearly as ubiquitous as any other: the...
by Steven Fulmer | Aug 3, 2018 | Articles
Since we’re on a streak with posts on “negotiation,” I thought it essential to point out a lesson I learned in one of the titular books on the subject, “Getting To Yes,” written in the 80’s by two Harvard professors. This is the most powerful lesson I took away from...
by Steven Fulmer | Jul 31, 2018 | Articles
Like we saw a few weeks ago, there inevitably will come a time in your career when you’ll have to convince someone else — to change their mind. This is sales; this is, essentially, negotiation. When my client wanted to convince her boss to hire a co-leader team,...
by Steven Fulmer | Jul 31, 2018 | Articles
If you see sales as manipulation, the title of this article may make you bristle.However, if you see sales as service, it will make perfect sense. Rather than the art of convincing people to do things they don’t want to do, real sales is the art of matching product...
by Steven Fulmer | Jul 31, 2018 | Articles
What do you do when you feel a need to change someone’s mind and they’re resistant? After all, people don’t change — right? Meghan was in just this predicament. Real and significant change was needed and no one was willing to see it. As an interim director...
by Steven Fulmer | Jul 31, 2018 | Articles
Last week, we talked about how to avoid misinterpretation. This week, I want to share with you an exercise that can really drive that point home — and help you and your team understand this cognitive dissonance. Have your whole team (yourself included) write...
