Author: Jan Hovrud

Where to Sit in Negotiations

Posted on by Jan Hovrud

Where to Sit in NegotiationsWIN - WIN Key to Success Image

Successful negotiating requires preparation and a well thought out strategy.

Virtually every aspect of the process is important for building strong relationships and positive outcomes for both sides.

Face-to-face dialogue can provide you with necessary components of understanding such as facial expressions and body language. Powerful negotiators know that physical positioning can make a difference in how their message is accepted.

In The Secrets of Power Negotiating, by Roger Dawon, the author suggests the following configurations for effective negotiating:

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Listening-What Does it Buy You? How Can You Increase Your Skill Level?

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Listening – What Does it Buy You?
How Can You Increase Your Skill Level?Are You Listening Image

Listening is a fundamental communication skill, yet most people don’t understand its significance or know how to improve it.

Yes, everyone knows about active listening, not interrupting and selective listening. But, there is much more to be gained from good listening. And, much more to be learned about how to do it well.

Leaders “hear” a huge amount of information every day. In Listening-The Forgotten Skill, by Madelyn Burley-Allen, the author identifies why listening is so significant to leadership.

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Emotional Intelligence and Customer Service

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Emotional Intelligence and Customer ServiceService Quality Image

Satisfied customers are essential to an organization’s success.

As you know, delivering excellent customer service can set you apart from your competitors. Recent studies show that increasing emotional intelligence within service organizations brings tremendous value.

Connecting with customers on an emotionally intelligent level sets the foundation for lasting relationships, builds customer loyalty and creates profitability.

In a study, completed by Sally Kernback and Nicolar Schutte (Journal of Services Marketing), the authors assessed three levels of emotional intelligence in front line sales associates.

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Leading with Integrity

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Leading with IntegrityIntegrity Compass Image

“When you sacrifice your integrity, you erode your most precious leadership possession. People will forget and forgive any judgment error that you make, but integrity mistakes are forever.”

David Cottrell, author of Listen Up Leader – Pay Attention, Improve and Guide

The first question most people ask themselves is: “Do I trust my boss and the other members of management?”

Trust is a by-product of integrity. Leaders are asked to be honest, respectful, responsible and credible. Without integrity, leadership rings hollow.

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Transition Hurdles for Leaders

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Transition Hurdles for LeadersTransition Image

Building a career in leadership involves having critical abilities to adapt and flourish in new work environments.

In a study at the Harvard Business School General Business Program, leaders had an average of 16 years of business experience, had experienced 5.5 promotions, changed bosses an average of every 1.5 years, worked for 2.4 companies, and made 1.5 international moves.

In other words, change is a constant in the quest for higher level leadership.

In the article, The Eight Toughest Transitions for Leaders, Michael D. Watkins, outlines the types of career moves that most executives face.

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The Flames of Burnout

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The Flames of BurnoutBurnout Image

“37% of full time employees say that they are now doing the work of two people; 30% say they are burned out.”

Careerbuilders.com, October 2009, based on a survey of 4,435 full time employees

Burnout is a state of emotional, mental and physical exhaustion caused by excessive and prolonged stress. As stress continues, burnout seems to take on a life of its own.

People feel pulled from all angles of their lives in an increasingly complex, fast paced world. The negative effects may spill over into every area of life – work, social and personal.

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Understanding Your Approach to Conflict

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Understanding Your Approach to Conflict

  Thumbs Up / Thumbs Down Conflict Image

People make critical decisions and choices during conflict. Taking responsibility means acknowledging how you may have contributed through actions, words and behaviors.

The Conflict Dynamics Profile® is an instrument that provides people with a honest appraisal of constructive and destructive behaviors, as well as, conflict hot buttons. The CDP® has been developed based on the concept of conflict as “dynamic” – with a beginning, middle and end – an active process.

Some behaviors heighten the process and cause it to escalate and erupt; other behaviors can interrupt the process, reduce the conflict and transform it into a problem-solving mode.

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Lessons Learned from the Undercover Boss

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Lessons Learned from the Undercover Boss

  Undercover Boss Image

Do you know what your employees are thinking?

Do you have a pulse of what is going on in your organization?

You review employee surveys, conduct brown bag lunches, have your Human Resource Department facilitate focus groups, but how much do you really know?

This was the question that motivated Stephen Martin, a CEO in a medium sized civil engineering group in the U.K. to go undercover as an employee, to find out what was going on in the Clugston Group (Financial Times newspaper, June 9, 2009).

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Protecting Your Training Investment

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Protecting Your Training Investment

  Knowledge Transfer Image

Ever wonder why your organization does training one month and the next month everyone is back to their old habits?

Transfer of learning (TOL) is an important aspect of training – getting participants to actually use the skills, knowledge and abilities that were presented during a training program. TOL needs to happen before, during and after training happens.

This safety net maximizes the learning and places accountability on the participant.

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Emotional Intelligence and Negotiation

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Emotional Intelligence and Negotiation

  Win Win Solution Negotiation Image

Talented leaders recognize that skillful negotiation not only brings the best outcome, but also helps build lasting relationships in the organization.

Collaborative negotiation can be powerful in driving fresh approaches, moving through change in positive ways and finding creative solutions.

Using your emotional intelligence is an important factor in exercising a collaborative negotiation style. Every stage of the negotiation process requires the artistry of effectively demonstrating strength in emotional intelligence.

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