How to deal with difficult people, finding and using your super powers and becoming an expert negotiator without changing anything about yourself or your values.
Over 1,438 group members contributed to a LinkedIn discussion asking, “What is your favorite success quote?” We share some of the most popular responses.
8 Ways to Transform from a Manager into a Leader | April 2018BeLeaderly.com
Get inspired to make the leap from managing to leading—and the tools to make it happen. In this webinar, find out the key differences between a leader and a manager, plus tips for building a strong team and a loyal following.
Guest Speaker: Lisa Walsh, Chief Executive Officer, Truco Enterprises.
Aligning your marketing with your customer's journeyDixon Jones
Modern marketing is not about interrupting the user with your advert and convincing them to buy... Today's marketing is about creating a win-win partnership between the consumer and the creator.
Over 1,438 group members contributed to a LinkedIn discussion asking, “What is your favorite success quote?” We share some of the most popular responses.
8 Ways to Transform from a Manager into a Leader | April 2018BeLeaderly.com
Get inspired to make the leap from managing to leading—and the tools to make it happen. In this webinar, find out the key differences between a leader and a manager, plus tips for building a strong team and a loyal following.
Guest Speaker: Lisa Walsh, Chief Executive Officer, Truco Enterprises.
Aligning your marketing with your customer's journeyDixon Jones
Modern marketing is not about interrupting the user with your advert and convincing them to buy... Today's marketing is about creating a win-win partnership between the consumer and the creator.
Although this seems like an unfair question, research shows that high achieving women are almost always put into one of these two categories. This is not the case with men. What makes the difference is women's perceived presence or absence of warmth.
http://www.whatmenlookforinawoman.com - a information resource for women looking to crack the code of a loving long-term relationship and finally understand exactly what men look for in a woman
Book club Discussion - The Charisma Myth - Are Great Aviation Sales Pros Just...Paula Anderson Williams
John and I discuss the book The Charisma Myth by Olivia Fox Cabane - and discover some of the things you can do to become more charismatic, influential, and, of course, more EFFECTIVE as an aviation salesperson.
The good news- there are things you can learn that can make anyone MUCH more effective in any situation where you want to influence a decision. Those three factors are:
Presence
Authority
Warmth
There are very specific behaviors you can employ to communicate these three factors, and Fox Cabane has done a great job of explaining the science behind how this works, and how you can "try this at home."
The good news, it works! John and I have tried some of these tactics on EACH OTHER and found that they work pretty well. Even though we've both read the book!
Speaking to groups can be daunting, but it’s a critical communication skill for leaders. Want to share your expertise, pitch an idea, or motivate a team to take action? Whether you’re talking to three people or 300, learn how to confidently engage your audience and successfully get your message across.
Speakers: Mary Cheyne of Magnetic Podium and Poornima Vijayashanker, Founder, Femgineer.
This is played by men whose social manner is equivalent to wearing a sign that reads “ Please don’t kick me”.
The temptation is almost irresistible and when the natural result follows, he cries piteously, “ But the sign says don’t kick me.”Then he adds incredulously “ Why does this always happens to me?”
How we can use reciprocity to identify and become great leadersUsman Ismail
This talk covers the work of Adam Grant and Malcom Gladwell and others in defining how a giving personality is actually a marker for successful leaders. Contrary to popular belief, underhanded tactics and back-stabbing behavior rarely leads to progress in the corporate setting. In addition once people get in positions of leadership they need to leverage trust relationships they have built over time to succeed in their new role. This can be difficult for leaders who have burnt relationships on the way up. Being a good public speaker is not enough to assume a leader will be able to motivate and direct a team. Instead whether the team is able to trust and sacrifice for the leader is paramount. This makes it important to look for the right kind of personality when selecting leaders. We often mistake agreeableness a giving attitude, disagreeable people can also be givers. Further disagreeable people are important in providing alternate perspectives, checking our blind spots and holding us accountable.
Masculinity is in the news - but for the wrong reasons. Stress and mental health issues are on the rise while unconscious bias means it is harder for men to ‘lean in’ at home. Yet our constructs around masculinity mean that it is sometimes hard for men to ask for the support they need.
Perhaps it's time for masculinity to evolve. How can the workplace be a microcosm for the change we want to see in the world? How do we create a more modern, inclusive and open workplace culture that works for men, women and everyone? And what have people already done to create positive change in the workplace?
In this we provide valuable insights into how traditional constructs of masculinity are damaging business and how a modern and conscious version of masculinity can benefit men as well as everyone else in the workplace. Expect to come out with actionable changes (hacks) you can make both as an individual and as a business to create a more inclusive culture.
Customer Experience Mastery make every interaction customer worthyClient X Client
Customer Experience Mastery provides tools, methods and formula for advanced customer experience adoption, visualization, monetization, modeling, strategy creation and performance monitoring. Meant as a tool set for advanced practicioners, consultants, analytics, services and modeling professionals. Provides use cases for system integration and data models for IT and service bureaus.
Although this seems like an unfair question, research shows that high achieving women are almost always put into one of these two categories. This is not the case with men. What makes the difference is women's perceived presence or absence of warmth.
http://www.whatmenlookforinawoman.com - a information resource for women looking to crack the code of a loving long-term relationship and finally understand exactly what men look for in a woman
Book club Discussion - The Charisma Myth - Are Great Aviation Sales Pros Just...Paula Anderson Williams
John and I discuss the book The Charisma Myth by Olivia Fox Cabane - and discover some of the things you can do to become more charismatic, influential, and, of course, more EFFECTIVE as an aviation salesperson.
The good news- there are things you can learn that can make anyone MUCH more effective in any situation where you want to influence a decision. Those three factors are:
Presence
Authority
Warmth
There are very specific behaviors you can employ to communicate these three factors, and Fox Cabane has done a great job of explaining the science behind how this works, and how you can "try this at home."
The good news, it works! John and I have tried some of these tactics on EACH OTHER and found that they work pretty well. Even though we've both read the book!
Speaking to groups can be daunting, but it’s a critical communication skill for leaders. Want to share your expertise, pitch an idea, or motivate a team to take action? Whether you’re talking to three people or 300, learn how to confidently engage your audience and successfully get your message across.
Speakers: Mary Cheyne of Magnetic Podium and Poornima Vijayashanker, Founder, Femgineer.
This is played by men whose social manner is equivalent to wearing a sign that reads “ Please don’t kick me”.
The temptation is almost irresistible and when the natural result follows, he cries piteously, “ But the sign says don’t kick me.”Then he adds incredulously “ Why does this always happens to me?”
How we can use reciprocity to identify and become great leadersUsman Ismail
This talk covers the work of Adam Grant and Malcom Gladwell and others in defining how a giving personality is actually a marker for successful leaders. Contrary to popular belief, underhanded tactics and back-stabbing behavior rarely leads to progress in the corporate setting. In addition once people get in positions of leadership they need to leverage trust relationships they have built over time to succeed in their new role. This can be difficult for leaders who have burnt relationships on the way up. Being a good public speaker is not enough to assume a leader will be able to motivate and direct a team. Instead whether the team is able to trust and sacrifice for the leader is paramount. This makes it important to look for the right kind of personality when selecting leaders. We often mistake agreeableness a giving attitude, disagreeable people can also be givers. Further disagreeable people are important in providing alternate perspectives, checking our blind spots and holding us accountable.
Masculinity is in the news - but for the wrong reasons. Stress and mental health issues are on the rise while unconscious bias means it is harder for men to ‘lean in’ at home. Yet our constructs around masculinity mean that it is sometimes hard for men to ask for the support they need.
Perhaps it's time for masculinity to evolve. How can the workplace be a microcosm for the change we want to see in the world? How do we create a more modern, inclusive and open workplace culture that works for men, women and everyone? And what have people already done to create positive change in the workplace?
In this we provide valuable insights into how traditional constructs of masculinity are damaging business and how a modern and conscious version of masculinity can benefit men as well as everyone else in the workplace. Expect to come out with actionable changes (hacks) you can make both as an individual and as a business to create a more inclusive culture.
Customer Experience Mastery make every interaction customer worthyClient X Client
Customer Experience Mastery provides tools, methods and formula for advanced customer experience adoption, visualization, monetization, modeling, strategy creation and performance monitoring. Meant as a tool set for advanced practicioners, consultants, analytics, services and modeling professionals. Provides use cases for system integration and data models for IT and service bureaus.
Lesson 6 - Collaborate And Approve ContentInformatica
How This Lesson Will Help You
This lesson will help you work through the approval cycle within Creative
Workflow. Included are processes used to upload elements for review,
requesting changes, uploading the changes, viewing the results, and generating
reports.
Topics in This Lesson
After completing this lesson, you will be able to:
• Define, Create, and Assign a Task
• View Assigned Tasks and Task Status
• Approve Assigned Tasks Using Smart Review
• Request Corrections
• View Proof Report
• Upload Revised Elements
• Approve Revised Elements
• Create Auto Tasks
• Edit, Delete, and Inactivate Existing Tasks
• Generate Project-Based Reports
A presentation for the Loudoun Small Business Development Center and its clients outlining Facebook for business and the different applications that can be used by businesses.
The basics on the wage gap, implicit gender bias, interest-based negotiation and negotiating gender in a male-dominated business and professional field.
Alice's adventures in Wonderland upend Victorian gender roles for women and give us an example to lead by. As one critic said, "Alice’s reality is one where women author their own tales, work out their own problems, expect the extraordinary, and speak their minds."
The super secrets of great negotiators, both men and women. I gave this presentation to the Association of Legal Administrators. That's why there's a story about law firm management in it. I always tailor my trainings to the people I'm training (you'd think all speakers would do this but they don't)
Future of Diversity and Inclusion (draft) SHRM 2014Joe Gerstandt
not quite yet fully baked, but a slide deck for the Future of Diversity and Inclusion: 5 Next Practices session at SHRM 2014: 06/24/2014 10:45AM-12:00PM W101
1.25 HR Credit | Competencies: Global and Cultural Effectiveness
@joegerstandt
In an environment where customers across the board are rethinking relationships with brands, products and services, it has become even more important to deliver Wow! retail and customer experiences and develop community.
The Future of Diversity and Inclusion: 4 Next Practices (2014 Bahamas HRDA Co...Joe Gerstandt
Slides from joe gerstandt keynote message delivered to the 2014 Bahamas Human Resource Development Association Annual Conference - The Future of Diversity and Inclusion
These slides walk you through:
* How to identify people you should be meeting
* How to build reciprocity into every encounter
* How to maintain and nurture an established network
COVID-19: Heading Off Individual and Team DisruptionPaul Falcone
The COVID pandemic is triggering angst and fear, which sometimes translates into bullying individual behaviors or team breakdowns. Here's how to conduct individual and group interventions to help refocus and realign your staff by resetting performance and conduct expectations.
Do I really need an MBA to be a leader? Is it a ‘career killer’ to say no to a role with relocation? How important is global experience? Join our candid Ask Me Anything session featuring top executives who’ve seen a thing or two…and bring your own leadership questions! This hour-long Q&A will offer fresh advice on everything from managing critical career relationships to unwritten rules that help you advance. Our panel of industry leaders will share fresh perspectives, but your questions will drive the conversation. (Panel)
Speakers: Liz Brenner, Founder & CEO at Culture Evolved and Kathy Tyra, VP, Workplace Resources and Real Estate at NetApp.
Workshop Slides from a custom program that I put together for a few clients of mine. With 4-5 generations at work, each with distinct psychographics, there is bound to be more conflict than in the past. This workshop equips managers and leaders to manage this conflict more effectively.
Learning to understand our fellow members and leaders is one of the best things we can do in Toastmasters to maintain club membership. This presentation speaks to one of the most effective ways to accomplish that goal. While this deck was prepared for Toastmasters, it may be applied in many other business and personal environments.
This deck was presented at the Toastmaster's District 45 Fall Conference on Prince Edward Island, Canada on October 25, 2014.
Since the presentation, I noticed that TM has updated the survey with 2014 data. It can be found here: http://bit.ly/1FwRRoE
Fielding offers from start ups who are urging you to trade cash for equity? Do your due diligence and learn what the true value is of stock options offered to you.
How to get past any bias that is making it difficult for mediators (and any other professionals) make a good living. The focus of this presentation is on women but anyone who is not the "default" white male.
SCWLA Annual Conference - What's Next for Working WomenVictoria Pynchon
Join Gloria Feldt, Gloria Steinem, Shelby Knox and Jamia Wilson for a cross-generational panel on the Intersection of Implicit Gender Bias and Sexual Harassment at the South Carolina Women Lawyers' Association Annual Conference. It's not the same ol' same ol'. Come prepared to be transformed!
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
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Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
2. In recent days, its been suggested to me (the generic
woman) that I find a way to deepen my voice
(Executive Presence); jettison my womanly emotions in the
workplace (don’t cry!); act more like a guy, act less like a guy,
get the best seat at the conference table, improve my
handshake, ask for more money, pay more attention to my
family, pay more attention to my social network, learn to golf,
start reading the sports page, seek sponsors, seek mentors,
brag about my accomplishments, conform my behavior to
feminine stereotypes, use man-rules to play the competitive
capitalist game, and, for heaven’s sake never, ever to curse in
public. Over at Princeton, it’s even been suggested to young
women that they find a good provider before graduation.
22. • Age
• Experience
• Authority
• Threats
• Ridicule
• Power to build coalitions
• Power to Withhold
–cooperation
–benefits
Sources of Power
23. POWER
• What is your authority
• What resources can you deploy
• What punishments can you
employ
• How willing are you to use your
power
• Is it power-over or power-to
and power-with
• Where is the power in your firm
• How can you accrete more of
that power to yourself or your
allies?
27. Ask questions
calling for “yes” or
“no” answer
•Is it a bad time for
the firm??
•Is the firm not
hiring anyone this
year?
•Are you angry at
me?
•Should I be talking
to someone else?
Ask questions calling
for a narrative answer
•What’s the best time
to talk hiring?
•How do you see us
staffing the Microsoft
case?
•Who else might be
good to talk to?
•What circumstances
would justify the hire?
28. What do they want?
What do they need?
Who do they need to satisfy?
What just happened?
What are their preferences?
What are their priorities?
What do they value?
What is their mission?
What constrains them from
acting?
What motivates them?
What are their attitudes toward
the future?
What are their short- and long-
term goals?
29. • Make your proposal
• Give yourself room to concede
• Tie concessions to reciprocity
• Give good reasons
• Stress difficulty of concession
• Trade items of low cost to you
and high value to them
• Reframe
• Re-anchor
• Appeal to shared values/goals
• Always be closing
5-Minute MBA
(without the math)
36. They are not irrational;
they have hidden
constraints
– Institutional
– Precedential
– Promises to others
– Deadlines
37. I is for Idiot copyright 2010 Reason Press
• They’re not difficult, they are
uninformed
– Educate them about their
true interests,
consequences of their
actions
– Help them understand
what is in their best
interest
– May have misunderstood
or ignored a crucial piece
of information
38. O Is for Outlaw copyright 2010 Reason Press
They’re not evil; they
have hidden interests
– Personal (unrelated
to you or deal)
– Relational (related to
you but not to the
deal, i.e., “face”)
– Political, social,
cultural
39. Z is for Zen Master copyright 2010 Reason Press
Tit for Tat?
Cooperate
Retaliate for Betrayal
Forgive
Return to
Cooperation
40. The tit for Tat
player is neither
repeatedly
victimized nor
locked into
mutually costly
chains of betrayal
42. what if you had to measure the size of
something by using two frames?
what if you could only use one?
a means of
influencing
another’s
perception by
narrowing the
ways in which an
item or an idea
can be
characterized
In recent days, its been suggested to me (the generic woman) that I find a way to deepen my voice (Executive Presence); jettison my womanly emotions in the workplace ( don’t cry! ); act more like a guy, act less like a guy, get the best seat at the conference table, improve my handshake, ask for more money, pay more attention to my family, pay more attention to my social network, learn to golf, start reading the sports page, seek sponsors, seek mentors, brag about my accomplishments, conform my behavior to feminine stereotypes, use man-rules to play the competitive capitalist game, and, for heaven’s sake never, ever to curse in public. Over at Princeton, it’s even been suggested to young women that they find a good provider before graduation. My generic woman’s head is about to explode.
They were portrayed by the music press as a gang of rugged troublemakers. Every British band labored in the shadow of the Beatles. Their answer was to be naughtier, more aggressive, more theatrically sexual. Their musical attack emphasized erotic heat over romantic swooning and Jagger’s performance style was macho burlesque.
You don’t have to be a superwoman but taking up space IS something men do to their advantage.
Johnson violated other people’s physical space to overpower or to seduce.
No one puts Oprah in the corner.
50% gap in call back rates; 13% salary offer gap
GO TO NEXT SLIDE?
HOW OFTEN DO WE SHARE THIS WITH ONE ANOTHER?
FIVE MINUTES. You want the go-ahead to hire 3 new paralegals from the senior managing partner. He or she is angry, sick, tired, afraid about something having nothing to do with what you want. Open with small talk. Share similarities. Engender trust. THEN left side of the room, say what you want. Managing partner, say ‘no.’ Left side of the room try to find out why with questions calling for “yes” or “no” answers and right side of the room try to find out with open ended questions calling for a narrative answer – a story. Managing partner, just make it up as you go – feeling what you’ve been told you’re feeling.
Interest based negotiation. You want to know what motivates your bargaining partner.
We can change the game by changing the conversation.