What I’m hearing you say is that you would like to win more deals and have greater impact this year. Is that right? Regularly recapping what you’ve heard someone (or a group) say shows that you’re listening and ensures you’ve accurately understood. It can also help people make more progress toward decisions as they agree
In his book “A Hidden Wholeness: The Journey Toward an Undivided Life,” Parker Palmer observes that human beings — especially in group settings — often behave like animals in the wild that remain in hiding and only allow themselves to be seen when it’s safe and worthwhile to take the risk. The only difference in
In my last post I considered how predictable emotional regulation contributes to trust and influence, especially under stress. Here we’ll look at how effective interpersonal interpretation, especially under stress, further contributes to trust and influence. Let’s face it, even the smartest humans aren’t capable of processing all the data around them at any given time.
Here’s an obvious truth worth contemplating: Many times a day, you and I experience emotions while we’re interacting with others. We feel frustrated, annoyed, anxious, angry, nervous, excited, jealous, resentful, disappointed… The way we act and communicate amidst our emotional states will impact our trust, influence and wellbeing. It Can Be HARD to Regulate Emotions
I recently joined one of my clients for a Zoom meeting with participants from three departments in their organization. As discussion of the topic got underway, it quickly became apparent to me from my vantage point as an outsider that one department had the power, one felt marginalized, and one didn’t really care. In fact,
In any leadership role, whether you’re running a family, a team, or an organization — or even in running your own life — there are three inevitables you’ll encounter: Difficult people Stressful events Hard choices As you face each of these, you have a choice: You can either respond or you can react. Responding is
The following post was written by my good friend Isaac Vogel, who owns a successful painting company. I appreciate the simple, actionable, relevant guidance here for anyone in any role. I’ve spent most of my career in sales and I always bristle a bit when I tell people I’m in “sales” or when a customer
While walking our dog recently, my wife and I started arguing about a very trivial issue. It had something to do with the timing of planting grass seed on our lawn. This is not a hot topic for either of us, yet there we were arguing about when to spread the seed. Later in the
Several years ago, I facilitated an overnight high stakes meeting for a group of executives. A week prior to the meeting, one of the executives texted me with demanding questions about his personal sleeping arrangement. Another emailed me with suggestions about our agenda. A third called me to discuss his concern that some of the
You don’t need a sledgehammer to fix a leaky faucet. A tape measure won’t do the job either. It’s the same when it comes to solving problems and making decisions with others. Being pushy or defensive like a sledgehammer never helps. And remaining quiet and passive, continuously measuring up others and the topic, just won’t
Matt Norman is president of Norman & Associates, which offers Dale Carnegie Training in the North Central US. Dale Carnegie Training is a global organization ...READ MORE