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...
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...
Many of us dream of dazzling people from the platform or through our prose, and this may be a key source of our motivation to become successful speakers and writers.But are we served well by these dre...
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...
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...
I just got off the phone with a business associate who shared some bad news.I was particularly displeased because she didn't convey the right information in a timely way, and that's what fouled the de...
There is a painting in Pasadena's Norton Simon Museum that presents a portrait of a gentleman, or so we would think at a cursory glance.But the artist must have been slightly miffed at his subject. Pe...
I just got off the phone with one of my book readers who claims to possess an unusual "acoustical" gift.Sounds are important to him, he remembers them well, and he can easily do vocal impressions of J...
A long-term assignment is wrapping up and you're about to saddle-up and mosey down that dusty road into the warm, golden sunset.Hold it.What's wrong with this picture?If you're a consultant, instead o...
Most responsible dojos and martial arts instructors screen prospective students by asking at least a few pertinent questions.For example, "Why are you interested in learning karate?"If a punk just off...