Successful Negotiations Start with Empathy
What does the other party want out of the deal?
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Michael Feuer
Michael Feuer is co-founder of the mega office products retail chain OfficeMax, which he started in 1988 with one store and $20,000 of his own money, along with a then-partner and group of private investors. Michael Feuer appears courtesy of a partnership with Smart Business, www.sbnonline.com, which originally published this column.
Articles by Michael Feuer
How to Avoid Meaningless Meetings
Everyone who chairs a business meeting should ask participants this same question at the conclusion of the session. One word of warning: Be prepared for some surprising responses.
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When Making Personnel Moves, Trust Your Gut
Being the boss requires being a very good teacher. When a pupil is not measuring up, the first question is: How can you help, and what can you do to improve the person’s performance?
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When Trouble Comes In Waves, Leaders Snap Into Action
Trouble comes in many sizes and shapes, and often it comes in unexpected waves. As the boss, you must always be prepared to provide direction. While any one problem could be monumental, two or more are almost debilitating. Acting quickly can turn the tide in your favor.
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An Exaggerated Sense of Your Own Importance Can Hurt Your Company
Nonverbal communication speaks volumes about your style of management and how receptive you are to new ideas without worrying about who comes up with them. The best CEOs are the ones who know their people’s first names, a little bit about their personal lives, and their jobs.
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How and When to End Disruptive Disagreements
Disagreements and anger are a reality in the workplace and in life. People react differently under pressure. This behavior quickly reduces productivity. Here's how to call a timeout.
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How to Plan to Succeed
In developing a strategy, creating a new business, or introducing a new product, intensive preplanning can make the difference between success and failure.
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Things You Should Stop Worrying About But Can’t
It is unrealistic to believe we should think only good thoughts, particularly in business when things move at a lightning pace, and the path to achieving objectives is littered with potholes just waiting to cause a serious blowout.
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Tell Your Employees: Prepare or Perish
Business opportunities are everywhere, and the Internet makes it possible to always be ready.
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If it Ain’t Broke, Break it Now
Customers expect constant improvement, which takes vigilance.
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If Your Employees Regularly Fail, the Problem Might Be You
a project goes south, it’s mandatory that you find out why. Don’t tell your employees to “handle it” without explaining what “it” means. Without the blanks properly filled in, it’s a good bet that the end result will not be pretty.
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To Increase Sales, Train Your Team to Say “Yes”
The word “yes” is the launching pad for every transaction, but too many companies don’t seem to get it.
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It’s Better to be a Malcontent Than a Has-Been
Most companies promote the promise of complete satisfaction to their customers, which is a good thing. However, fostering a state of satisfaction and contentment within your company’s culture is not.
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Don’t Let Fear Stop Your Great Idea
Self-doubt and second thoughts come with breakthrough thinking. Fear of failure can even be a strong motivator, making us delve more deeply, analyze fully, and think through what it will take to make something really work.
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