How to Navigate Key Pitfalls of Coaching Employees
How to Navigate Key Pitfalls of Coaching Employees Are you a manager attempting to coach your employees and feeling like (more than) some of them are just not ideal coaching [...]
Seven Steps to Intentionally Build a Better Working Life
Imagine a friend telling you that she half fantasized about having a car accident because at least it would force her to take some much needed rest. I did a [...]
Influencing Without Authority – a Q&A
I was teaching a class on Influencing without Authority a few weeks ago and received a list of questions as part of one of the interactive exercises. It occurred to [...]
Influencing without Authority: Structure Your Points in the Right Order (Tip #15)
Have you ever listened to someone’s pitch and then wondered what they actually wanted from you? Alternatively, can you recall someone giving you a pitch and after their first sentence [...]
Influencing Without Authority: Synthesize, Synthesize, Synthesize! (Tip #14)
I used to work with a senior executive who began every presentation with “I have 1 hour and 60 slides so let’s get started”. Two hours later and after many [...]
Influencing Without Authority: Stress Benefits Over Features (Tip #13)
I remember in my past career as an engineer that when I used to write datasheets for the sales force, they would complain that the sheets did not communicate enough [...]
Influencing without Authority: Appealing to Emotion (Tip #12)
Logical types like myself often forget that influencing requires that you do more than just make a good argument. You also have to appeal to a person’s emotions when attempting [...]
Influencing without Authority: Debating Things Ethically (Tip #11)
The more one tries to influence others, the more debates and arguments one is likely to have. Argue ethically and you can expect to make good decisions with relationships intact, [...]
Influencing without Authority: Being a Good Listener (Tip #10)
Influencing Without Authority: Being a Good Listener We are born with one mouth and two ears – a good salesperson uses them in that proportion. If you are doing all [...]
Influencing without Authority: Balancing Advocacy and Inquiry (Tip #9)
In his book “The Fifth Discipline”, Peter Senge wrote an amazing section about the need to balance advocacy and inquiry when in debate with people over issues and ideas. In [...]