Leadership Skills
Echoing Your Way to a Good Deal
Negotiation Tip: Echoing Your Way to a Good Deal Baseball is a game of inches, or so the saying goes. Whether a pitch is a strike or a ball, whether a hit is fair or foul, whether a runner is safe or out, is determined at the margins…by a matter of inches. In negotiation, the [...]Read more
Dot the “I”s and Cross the “T”s in Your Commitments
Negotiation Tip Commitment Dot the I’s and Cross the T’s in Your Commitments You’ve nearly finished negotiating. You have worked hard, and you are about to sign an agreement that both you and the other side are happy with. You have reached the commitment stage of the [...]Read more
Defuse Emotional Baggage to Improve Negotiated Results
Defuse Emotional Baggage to Improve Negotiated Results Researchers from Carnegie Mellon University recently conducted a two-part study on the effects of emotions (e.g. anger, feelings of mistreatment or unfairness, sadness, and disgust) on negotiation outcomes. The study first [...]Read more
How to Bridge Differences using a “Ladder of Inference”
How to Bridge Differences using a Ladder of Inference Throughout our daily lives – both in professional and personal contexts – we experience differences of opinion with others. Examples include “that movie was bad vs. that movie was good”; “I deserve a raise vs. you don’t [...]Read more
Focus on Contribution Instead of Blame
The project came in over budget. A deadline was missed. A critical piece of information was not incorporated into a client presentation. Things go wrong all the time. Naturally it’s important to talk about what went wrong so people can fix the mistake and make sure it’s not [...]Read more
Stepping Into Their Shoes
In Training Magazine’s January/February 2014 issue, Consensus’ Stepping Into Their Shoes article shares practical advice for resolving conflict. Stepping into their Shoes A lot of our training – from Emotional Intelligence to Consultative Selling – promotes the idea [...]Read more
Constructive Criticism for Managers
In Training Magazine’s July/August 2013 issue, Consensus’ Constructive Criticism for Managers article provides tips for managing up. Constructive Criticism for Managers Our organization touts the value of “coaching up”, yet our employees find it difficult to give [...]Read more
The Right Way to Tell Clients They Are Wrong
In Training Magazine’s January/February 2013 issue, Consensus’ The Right Way to Tell Clients They Are Wrong article shares practical advice for resolving conflict. The Right Way to Tell a Client They’re Wrong I am a training manager who supports our organization’s [...]Read more
Hear Ye, Hear Ye
In Training Magazine’s January/February 2012 issue, Consensus’ Hear Ye, Hear Ye article shows how active listening is critical to success in a variety of professional roles. Hear Ye, Hear Ye With the economy slowly improving, my organization has finally reignited our [...]Read more
Motivating Factors
In Training Magazine’s July/August 2011 issue, Consensus’ Motivating Factors article provides advice to managers on motivating employees. Motivating Factors I am a Training Manager supporting our organization’s largest business unit. Given the economy, we haven’t been [...]Read more