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    • 1.

      Why Should Bill Be Concerned about Co-Worker Megan's Customer Service?

      by Dr. Gary S. Goodman - 2006-11-28
      Imagine two customer service agents, Bill and Megan, who sit on the far sides of a room containing about 200 of their peers.Bill struggles on every call to provide the best care possible, going out of...
    • 2.

      Speaker Negotiations: Offer a "Plain-Wrap" Version of Yourself, Too

      by Dr. Gary S. Goodman - 2006-12-02
      The other day I was approached by someone who wants a Webinar speaker, and I am an experienced one, in addition to being a conventional platform type.But he wanted to pay less than my prevailing rate ...
    • 3.

      Heat-Up Your Negotiations by Using this Refrigerator Salesman's Trick

      by Dr. Gary S. Goodman - 2006-12-05
      A major benefit of being a full-time consultant is that you get a chance to learn an amazing amount from your clients. In a sense, this is a career where every day you're enjoying a continuing educati...
    • 4.

      Negotiation: Is The Seller Motivated?

      by Dr. Gary S. Goodman - 2006-12-05
      Whatever you're negotiating, it is essential to gauge the urgency with which the other party wants to or needs to make a deal.When you're buying a piece of real estate, for example, one of the key que...
    • 5.

      UCLA-USC Fan Assesses The Recent Upset at the Rose Bowl

      by Dr. Gary S. Goodman - 2006-12-06
      I teach at UCLA and my Ph.D. is from USC, where I have also taught, so you can imagine how conflicted I am on game day.The UCLA-USC cross-town rivalry has led to divorces, and worse.But this odd strad...
    • 6.

      That Porsche is Nice in the Red, or Do Your Prefer the Blue?

      by Dr. Gary S. Goodman - 2006-12-07
      A "close," as you know, is a stylized way of bringing a sales conversation to a positive conclusion. Technically, it is the place at which we ask for approval.We're seeking a yes, but not in a way tha...
    • 7.

      Let's Just Make It Friday

      by Dr. Gary S. Goodman - 2006-12-09
      Every seller has been afflicted by the buyer who neither says yes nor offers an objection.He is the fence-sitter, the person who seems almost biologically unable to arrive at a decision, no matter how...
    • 8.

      Writers Gotta Write!

      by Dr. Gary S. Goodman - 2006-12-15
      There's a classic number in American musical theater, "Gotta Dance!" that sums up the creative urge.If you're creative, and this doesn't pertain only to writers, singers, dancers, actors, and performe...
    • 9.

      Event, Conference and Meeting Planning Guidelines: 10 Steps to Success

      by Shannon Kilkenny - 2006-12-16
      Every event whether it's a meeting, party, seminar, conference, charity event, or your high school reunion will have common threads regardless of what it is, where it's held, when or why it is happeni...
    • 10.

      The Major Issues Facing General Contractors

      by Paul Williams - 2006-11-08
      The Major Issues Facing General Contractors This issue's focus is on several important issues facing general contractors (GCs), companies "officially" designated by show management to provide lab...