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Positive Negotiating for Success
Regardless of what we’re doing, if the outcome is important, and anyone else must agree, then negotiating becomes a critical matter. The following observations are a result of over a decade “doing deals” in the context of M&A.

Work/Life Balance For The Business Traveler
Stay connected to the critical areas of your life while traveling for business. Expect the unexpected and enjoy the outcome!

There's Opportunity in that Crisis
Quantum Theory promotes the existence of limitless outcomes for each and every situation. The outcome we experience is the outcome we choose to see. Pay attention to that. Any outcome is available to us - we choose what we experience. When we change our thoughts and expectations - we change our outcomes.
1st of the Top 10 Kurlan Sales Management Functions
This is the 1st in the series of the 10 Kurlan Sales Management Functions. #1 - COACHING In its simplest form, sales coaching consists of the following two activities: 1. Pre-Call Strategizing - coaching prior to selected calls to make sure that the salesperson has a good reason for having the upcoming call, a desired outcome, a game plan or strategy, and the appropriate questions/dialog to achieve the desired outcome. 2. Post-Call Debriefing - coaching after selected calls to discover the true outcome of the call, why the salesperson got that outcome, and what they could have done differently or more effectively...
Creating a Common Goal for any Conversation
First impressions often make the difference in getting the job or getting the sale. Similarly the first few seconds of an important conversation set the tone for how the rest of the conversation is going to proceed and very often has a significant impact on the outcome. Knowing the most effective way to begin important conversations, at home, in business or in a civic setting, is critical to your success. We believe there are three critical elements that must be present to be a truly effective opening statement – your confidence, an invitation to neutral and an acknowledgment of the listener as the decision-maker. Let’s take a closer look at each element.

Impact and Influence in Action – What Might be Possible?
To build and maintain impact and influence in negotiation and achieve a wise outcome it’s important to manage the levels of engagement. This means doing everything you can to ensure the conversation and interaction is about joint problem solving, not about fighting for domination. At some point in the discussions the conversation will move from divergent to convergent – from opening up and examining the issues towards closing down and reaching a solution or outcome. I teach negotiators, influencers and leaders to keep a diamond shape in mind (the shape you’d see on a playing card) and check from time to time where the conversation is and when it is time to make the “critical turn” and begin converging.
Why Do We Need More “Whys” in Corporate Strategic Planning?
A simple question, yet powerfully thought-provoking, “Why?” is too often missing from our decision-making vocabulary. Why, what if, and other forms of critical evaluation contribute to a more effective decision-making process by promoting debate and discussion that is necessary to achieve the best possible outcome.
Establishing a Common Goal for any Conversation
First impressions often make the difference in getting the job, or making the sale. Similarly the first few seconds of an important conversation set the tone for how the rest of the conversation is going to proceed and very often has a significant impact on the outcome. Knowing the most effective way to begin important conversations, at home, in business or in a civic setting, is critical to your success.
Sustainability is an outcome of intention, heart and mind set, and action
All outcomes are preceded by process. A key process for any outcome is intention, feeling, thinking, and action. Achieving sustainability is no different to any other outcome.
Creating a Common Goal for Every Call
The opening of a sales call sets the tone for how the rest of the conversation is going to proceed and very often has a significant impact on the outcome. Knowing the most effective way to begin each call is critical to your success.
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