The Must, Should and Could of Negotiation As a negotiation skills keynote speaker who speaks on negotiation skills throughout the country, I have noticed a common point of confusion among many negotiators. Whether you are negotiating a deal in Denver, Colorado, Orlando, Florida or Boston, Massachusetts, you need to know the difference between “Must,” “Should,” and “Could.” Confusing those issues could turn the negotiation into a losing proposition for...
As a safety speaker who started his career in a manufacturing environment, I have been around a lot of holiday parties. The parties have changed over time, and that’s a good thing; no company wants to serve alcohol at a company party and then have some fool get in a car and drive home. Most company parties are not all that memorable however, after giving a talk on safety...
As a negotiation skills speaker and negotiation skills consultant, I have noticed a troublesome trend in the modern-day hiring process. This trend should be reversed as a matter of priority especially in the current labor market which is anything but predictable. It goes to the matter of the hiring and interviewing process. What is your image? In my keynote talks on negotiation and the hiring process, I like to...
Speaking to groups across the country as a stress and safety speaker, I realize that among the many effects of the COVID pandemic, was the amount of stress ratcheted up on workers in construction, manufacturing and transportation. The problem with stress is that it diverts awareness. That fact may not mean much in an accounting office or insurance agency, but to a person driving a forklift in a busy...
As a negotiation skills speaker and negotiation skills consultant, a frequent question that comes up in the Q&A sessions on negotiation is if the act of negotiation is just to reach agreement on contracts or the dialog between a sales organization and client. The question was far more meaningful than we might imagine especially in the present day where it is difficult to hire and retain exceptional people. The...
As a Negotiation Skills Keynote Speaker in my keynote and break-out session talks for Pharma Companies on sales and negotiation skills, I ask the question: is negotiation really selling or is selling really negotiation? Whether we are selling or negotiating, we know that listening skills are crucial, but are there other things the two have in common? Sales & Negotiation Skills In a recent article for the Harvard Law...
Don’t Take This Personally, Take This Very Personally My decision to work as a safety meeting speaker didn’t start because I was reading a book on safety one day. My role as a safety meeting speaker started many years ago when one of my buddies on the job was badly injured. In fact, he could have lost his life. My first jobs weren’t in a stuffy office but in...
I often stress the importance of Negotiation Skills in my Safety Motivational keynote addresses. Why? Because emphasizing safety to transportation, manufacturing, food processing or refinery personnel is a continuous negotiation. Organizations understand the need for safety training, but to many employees it is just another boring meeting where they have to force themselves to stay awake. They walk into those meetings complacent, and they leave the same way. Why...