When you are pitching, presenting or otherwise convincing someone, ideally you have results. Your product is proven, your project achieved good outcomes, or similar. … but there are situations where you may have no results. (Oops) Either it’s too soon to measure them, or someone else caused results to be bad, or the unthinkable happened, […]
If you’ve ever tried to sell something, you may know there are countless techniques to do it. Some rely on emotion, some rely on getting the person to collaborate, some rely on leading with benefits, and some are a mixture of these – and more. In this post, however, I want to cover something different: […]
Persuasion – and its dark version, manipulation – come in several sorts. You can use emotion, you can embellish facts, you can create trust, you can tell a good story, or use one of many other techniques. I define 10 main categories of persuasion and manipulation. Each of these categories contains a group of related, […]
Regardless of what use case you have in terms of persuasion, it’s always important to start with the basics. If you already know them, you can review them, and if you’re an absolute beginner, you get a stable foundation to work with. In this article, we are going to cover the basic principles and techniques […]
When trying to sell, communicate, negotiate, or persuade in any other form, you won’t be surprised to know that what goes on inside your head matters as much as the external techniques you use. Being focused on teaching and applying the techniques with several clients, and in my courses, I’ve been getting some demand for […]
We break down Suits S01’s negotiation and communication scenes, techniques used and rating.
We break down The Wolf of Wall Street’s negotiation and communication scenes, techniques used and rating.
We break down 007: No Time to Die’s negotiation and communication scenes, techniques used and rating.
We break down 007: Spectre’s negotiation and communication scenes, techniques used and rating.
We break down 007: Skyfall’s negotiation and communication scenes, techniques used and rating.
We break down 007: Quantum of Solace’s negotiation and communication scenes, techniques used and rating.
We break down 007: Casino Royale’s negotiation and communication scenes, techniques used and rating.
We break down She-Hulk S01’s negotiation and communication scenes, techniques used and rating.
We break down Glengarry Glen Ross’s negotiation and communication scenes, techniques used and rating.
We break down Bullet Train’s negotiation and communication scenes, techniques used and rating.
We break down Billions S03’s negotiation and communication scenes, techniques used and rating.
We break down Tokyo Vice S01’s negotiation and communication scenes, techniques used and realism.
We break down Billions S02’s negotiation and communication scenes, techniques used and realism.
We break down Billions S01’s negotiation and communication scenes, techniques used and realism.
We break down Succession S03’s negotiation and communication scenes, techniques used and realism.
We break down Succession S02’s negotiation and communication scenes, techniques used and realism.
We break down Succession S01’s negotiation and communication scenes, techniques used and realism.
Executives come in many shapes and sizes. Some are arrogant, some are sneaky, some are self-serving, and some are loyal to the wrong people. And you may find yourself having to persuade all of these to get buy-in, support, or even to have your performance recognized or negotiate compensation. But there’s one specific type of […]
Out of the different types of executives you will find, dealing with very aggressive or dominant ones is very important. … especially because these are the type of people who blow up negotiations on a whim. When dealing with extremely assertive and dominant people, you need to be the “adult” in the room that calms […]
Executive relations entail dealing with many profiles, and one of the most problematic are passive-aggressive people. These may be loyalists of old executives that have gone, or someone bitter over their compensation or car lease, or just someone cynical who prefers to poison the board and other executives instead of contributing. In this article, we […]
We all have to deal with difficult people in the workplace. Either as a boss, an employee, as an executive dealing with other executives or boards, or in many other situations. And one of the biggest skillsets is dealing with passive-aggressive people. In short, dealing with people that never raise a problem to your face, […]
A short article on how professionals deal with objections using the RFAD Model (Reshape, flip, accelerate, deflect) in different contexts.
“A well-functioning board has productive discussions around strategic subjects, is well prepared, and is a safe environment where mistakes are analyzed”
“People emulate how their leaders think and act. If you seem never to change your mind, if you institute a hierarchical culture where people only speak up when they’re sure they’re right, those are the people you’re going to get. In a competitive undertaking like trading, the best ideas have many parents. The image of a lone genius sitting in a corner dreaming up profitable strats is, in 2020, just wrong. Leaders who participate as equals with their team reap the benefits of that collaborative culture”
A short description of the AAA framework for top performance (Arrangements, Allocations and Activations).
In his book The Checklist Manifesto, known surgeon and author Atul Gawande defends the use of checklists to reduce failure and increase consistency in any kind of task. The ideas in the book are extremely simple but equally useful. There are two main points in the book: Checklists hedge against failure; Checklists help increase the […]
A short description of the TAGG model for talent management (Teamwork, Assessment, Growth, Governance) and its components.
Some techniques to face harsh realities and brutal facts when you have slid into your comfort zone or are deluding yourself thinking things are easier now.
An introduction of Cal Newport’s definition of Deep Work, the four different philosophies and Roosevelt Dashes.
A short overview of how top real estate agents convert FSBOs into listings, from preparations and lead generation to influence and persuasion to close.
The capacity to dealing with rejection in sales is one of the most important traits to possess. You will face many situations where you have to keep insisting and persisting when you’ve received a “no” – one or several times. There are several techniques that can help overcoming objections, both in the long-term and short-term: […]
A short description of Kate Ludeman and Eddie Erlandson’s Alpha Male Leadership Types, and how it can help leaders.
A short article on real estate agent productivity and real estate productivity in general, especially when working from home, including routines and others.
How executives and other professionals leverage high performance coaching in order to remove biases, optimize their psychology and perform at their best.
The fundamentals of how to lead a team, including leadership assessments, influence and persuasion and some talent management.
How to motivate a team as a leader or executive if you need to perform or have more output, including vocational and culture considerations.
A brief overview of the theory and applications of John Holland’s Holland Codes/RIASEC Codes, and their uses in vocational and career coaching.
A short overview of Edgar Schein’s Career Anchors framework, including types of work, pay and benefits, promotion and recognition systems.
How executives and clients I coach leverage my Cultural Cascading framework to tune culture and values for their teams and align better.
How executives both gain support for, and later sell their initiatives and portfolio, be it to internal or external stakeholders.
How real estate agents use the Four Perceived Personalities framework to influence clients and close sales, among other purposes.
How executives use the Four Perceived Personalities framework to gain support from other executives and their boards, and manage people.
A short analysis of transference and emotion displacement (namely anger displacement) in professional contexts, leading teams and interacting with others.
Guidelines on how top C-Level executives leverage executive leadership coaching and its benefits to become better leaders.
Executives have different takes on executive and board relations, with different communication styles. There is no single way to do this, especially when dealing with a large number of other executives or board members, but there are both some guidelines and techniques that can help. In terms of getting support for your activity/proposal, there are […]
A short article on using empathy techniques in real estate for closing, negotiating and solving client crises.
“We usually take over the operational management when implementing our projects. In this way, a clear allocation of tasks is always ensured: Our experts take on all business functions so that the innovators can concentrate exclusively on the technical development”
A short guide on how to hedge against the three startup risks VCs ask about.
A summary of the fundamentals that fund manager/fund marketing specialists use to raise capital from allocators, namely institutional investors.