In order to manage expectations you need to appreciate that you are a part in a game. If you are in control of the game you understand the game’s rules. If you understand the game’s rules you are in a position to manage the expectations of all of the players… including your own. So the…
DetailsEarl Nightingale stated “Success is the progressive realization of a worthy goal or ideal.” This definition stands as one of the best definitions of success ever offered up because it incorporates the concepts of progressiveness, worthiness and goals or ideals. It also incorporates a quality of inevitability. People with goals succeed because they know where they…
DetailsLast week, in our series on negotiations, we discussed the concept of SAM. This week I’d like to address the concept of ZOPA (no it’s not a Greek dessert); ZOPA stands for Zone of Possible Agreement. One way of visualizing a ZOPA is as a timeline, with overlapping line segments. Dr. Jared Curhan (Professor, MIT Sloan Mgmt) states: “If…
DetailsThe term SAM is used here as an anagram representing the three distinct parts of dealing with the other side in a negotiation. S stands for “stand”. A stands for “area of concern”, and M is for “motivation”… it is the M that we are striving to address in a negotiator. Most people will clearly identify the “S”.…
DetailsMy intention is to devote the month of September to the topic of negotiating. Negotiation is a process we undertake dozens of times a day, with colleagues, superiors, spouses, vendors and our kids… to name but a few. Yet little time is spent understanding the essentials of negotiation. My hope is that in shedding a…
DetailsTrusting the sale of your home to someone can be a risky proposition. Nearly two-thirds of respondents to a National Association of Realtors (NAR) poll said they did not feel that their Realtor contributed significantly to getting them the best possible outcome. This is one reason why I have decided to introduce a new service…
DetailsThe ability to lead others is intricately associated with the ability to communicate effectively. Tons have been written on this topic and I feel that it may be more than a bit presumptuous on my part to think I can add anything to the dialogue, yet I also feel that a summarizing of some points…
DetailsA Realtor, one belonging to NAR (The National Association of Realtors) adheres to a Code of Ethics. One standard to which the Realtor is held is to have a Fiduciary responsibility to one’s client; or simply put to protect the client’s financial interests and to work for “the best possible” outcome for the client. Yet,…
DetailsRealtors, just like homes, come in all shapes and sizes. When the time comes to select a Realtor to represent you in the selling of your home what should you be looking for? How can you trust that the one have in mind will do the best by you? These are not easy questions to…
DetailsWhen I was a corporate executive the running joke was that a management consultant was someone who borrowed your watch and then told you what time it was. Not much value added. When I chose to become a transformational Coach/Consultant, I promised myself that I would bring “real” value to my clients by focusing as…
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