The best leaders are readers of people. They have the intuitive ability to understand others by discerning how they feel and recognizing what they sense. I have found that leaders overestimate the amount of time and effort needed to get to know someone. In fact, in only one hour with you in private conversation, I could, probably by asking three questions, find the passion of your life: What do you dream about? A person's dreams are powerful revealers of passion. When a person starts to talk about their dreams, it's as if something bubbles up from within. Their eyes brighten, their face glows, and you can feel the excitement in their words. What do you cry about? Passion can be uncovered by peering into the hurts deep inside a human soul. The experience of pain or loss can be a formidably motivating force. When listening to a story of grief, you hear a voice thick with emotion, you see watery eyes flooded with feeling, and in that moment you glimpse the intense connections bet...
A while back, a Fortune 500 CEO called me. I had never met him, but he wanted me to talk to his top executives for two hours and on negotiating strategies. A bit overwhelmed, I said, "I'm very flattered, but frankly, I don't know if I can talk for two hours on negotiating." Then I realized I was actually negotiating with myself. As my brain finally reconnected, I cut myself off. "Well, let me sleep on it and I'll get back to you." Later that evening, I began to write down some of my negotiating experiences and saw that my problem was going to be holding the speech down to two hours. I'd already brushed up against the first and second laws of negotiating that morning in my conversation with the CEO. Here are the talking points I brainstormed that night, my 15 “rules” of negotiating: 1. Never accept any proposal immediately, no matter how good it sounds....
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