“Disagreeing with you is a sign that I trust you”

June 25, 2012

TheBuildNetwork   Article

The Good Fight: How to Grow Healthy Companies Through Conflict

“Healthy divergence exhibits two telltale traits: It emerges from a climate of trust and it is reinforced from the top.

First and foremost, a good leader will recognize when his or her company is wrought with artificial harmony. Are people holding back ideas or criticisms due to fear? Are they nodding yes during the meeting, then back-channeling to vent frustrations and concerns after the fact? Are they more concerned with job security than innovation? If so, then your organization needs a trust adjustment.

… toward healthy internal conflict. How, you ask?

  1. Establish this simple meeting norm: Silence = disagreement. If a team member is silent, call him out to air his concerns right then and there.
  2. Question the idea; don’t criticize the person. Keep conflict from getting personal.
  3. Don’t leave the meeting without a unified pact to work together toward a goal. Not everyone will agree on the goal, but they all must agree to work toward it wholeheartedly.
  4. If someone comes knocking to air a grievance after the meeting, refuse to engage in back channeling. Shut down passive-aggressive tendencies but be certain to address valid concerns with the whole group out in the open.”

2 Questions That Make People Do What You Want

June 25, 2012

TheBuildNetwork   Article

“Imagine you’re a manager at a major PR firm and one of your reports balks at revising an important part of the next big campaign. Instead of asking rational but ineffective questions, try the following two seemingly irrational questions:

1. How ready are you to make the revisions, on a scale from 1 to 10, where 1 means not ready at all and 10 means totally ready?

“On the rare chance that she says, ‘1,’ surprise her by saying, ‘What would turn it into a 2?’ In telling you what it would take for her to become a 2, she reveals what she needs to do before she is able to make the revisions to the campaign. That is what you motivate her to do first.”

2. If she picks a number higher than 2, ask, ‘Why didn’t you pick a lower (yes, lower) number?’

“Question 1 seems irrational, because you’re asking, ‘How ready are you…?’ of a person who just said, ‘No,’ which we can assume means not at all ready. However, most resistant people have some motivation that they keep from us. … if you ask them the ‘1-10’ question, they’re much more likely to reveal their motivation by saying a 2 or a 3, which is far better – you’ve now moved from a ‘No’ to at least a ‘Maybe.’

“Question 2 seems really irrational, perhaps even absurd….However, by asking Question 2, you’re asking her to defend why your directive to revise the campaign is even the slightest bit important to her… rather than to defend her excuses why she won’t do it (e.g., too busy). The answers she gives lead her to rehearse the positive and intrinsic reasons for doing what you asked, which, in turn, dramatically increase the chances that she gets the project done.”

9 Slimy Sales Tricks That Work

June 25, 2012

By Mike Michalowicz   Article

1. Exclusivity. “…elite real estate training program” When something seems unique and prestigious, customers are more likely to participate. Consumers will spend more and be more loyal to your brand if you give them the feeling of exclusivity.

2. Comparison. “…not $10,000, not $1,000, not even $300″ … $183 seems inexpensive when compared with $10,000. But when $183 stands alone, compared to nothing, it actually sounds kind of expensive.

3. Urgency. “Today only you can get” Info-marketers do everything they can to entice consumers to place the order ASAP, because the more time they give customers the less likely the customer is to buy. …

4. Specificity. “…get it all for only $183” Round numbers make consumers think that a price is potentially arbitrary. In other words, it is up for negotiation. Specific numbers give the perception that there is a “reason” behind the number, and that it is justified. …

5. Free. “A $500 value for free” All consumers like to get something for free. Marketers, who throw in a bonus for their clients, get a lot of something in return—more sales! …

6. Pleasure Sensation. “How will you spend your millions?” The technique of invoking a pleasure sensation is commonly used in infomercials. …

7. Pain Relief. “…break free of the grind and you’re on your way” To motivate consumers, marketers have to first make them “feel the pain,” and then show them how to get relief. …

8. Scarcity. “…only 5 spots left” When there is less of something, consumers want it more. …

9. Social Proof. “…expert advisers are taking calls right now” Info-marketers will show operators busily answering phones and smiling during the commercial. This is social proof. When consumers see others taking an action, they feel more comfortable doing the same.”

In case of an emergency

June 25, 2012


The Only Management Strategy You’ll Ever Need

June 25, 2012

By    Article

“So I was only half-listening as he said, fairly quietly, “No one cares how much you know until they first know how much you care about them.” Wait–what? “Can you repeat that?” I said. A number of heads slowly turned in his direction. “We think we have all the answers, and maybe we do, but that doesn’t matter. No one cares how much you know until they first know how much you care about them,” he repeated. I stared. More heads turned in his direction. He took the silence in the auditorium as disagreement.

“No, really,” he said, starting to sound more confident. “Yeah we’re in charge and yeah we talk about targets and goals and visions, but our employees don’t care about any of that stuff for very long. We can communicate and engage and connect all we want, but no one really listens to us. They just smile and nod and go back to doing their jobs the way they always do. “Our employees don’t really care about what we want them to do until they know how much we care about them. When an employee knows–truly knows–that you care about them, then they care about you. And when they know you care, they will listen to you… and they will do anything for you.””

Most Annoying Business Jargon

June 25, 2012

Forbes   Article

“The next time you feel the need to reach out, shift a paradigm, leverage a best practice or join a tiger team, by all means do it. Just don’t say you’re doing it, because all that meaningless business jargon makes you sound like a complete moron. Here are 45 words and expressions to avoid. ….”

One-party town

June 18, 2012

By: Times-Dispatch Staff   Article

“Political partisans have been having a whale of a time lately dissecting the stats on federal appropriations to figure out whether Barack Obama is a big spender who puts drunken sailors to shame or so tight with a dollar you need the Jaws of Life to pry one out of his hands.

The answer depends. He’s a big spender if you assign him sole responsibility for every dollar spent since the moment he took the keys to the Oval Office, and a tightwad if you agree that everything wrong in America is still George W. Bush’s fault. DeeCee is like that.

Meanwhile, here in Ramerica — the Rest of America, outside the Capital Beltway — the public ought to take note of a number that does not depend on partisan spin. Federal debt has risen to nearly 75 percent of total GDP. In 2008, it stood at just 40 percent of GDP.

That’s because for all the bickering between Democrats and Republicans, Washington is really a one-party town. It belongs to the pro-spending party. Tax revenue goes up and tax revenue goes down, but spending just keeps climbing. President Obama deserves plenty of blame for this, but he needn’t shoulder it all. There is more than enough to go around.”