People love to talk but hate to listen

People love to talk but hate to listen

In business today people are so busy and so pushed to deliver results that, with important customers or important family members, they talk more than listen. People will rarely listen to you if they don’t feel that you have listened and understood them. Listening is important.

A few weeks ago with an IT executive, we discussed some implementation challenges with his strategy. When we finished, he said, “Thanks, I enjoyed our meeting, it was just like talking to a rubber plant.” 

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What impact will Artificial Intelligence have on your industry?

What impact will Artificial Intelligence have on your industry?

As shareholders and executives continue to demand growing profits; companies must increase revenue or increase productivity. However, increasing revenue and increasing productivity are getting harder. Can artificial intelligence (Ai) be a way to improve productivity and gain a competitive edge? There are many articles on Ai filled with acronyms or technical terms - machines, algorithms and bots. The robots are coming - are you ready?

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How can you persuade a few to change the many?

How can you persuade a few to change the many?

Have you ever needed to change a large group’s thinking or behaviour? A difficult situation, but recent research can help with this. As always, remember to stay ethical, you can use this for good and bad.

How many people in a group do you need to change the minds of others?

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Need to solve a problem quickly - Sprint!

Need to solve a problem quickly - Sprint!

Many executives wish they could get their organisations to make decisions faster and get things done faster. Wishing they could get people to work together and make critical decisions to get projects completed. In many organisations, it is hard to get teams to move faster, but there are ways to get teams to decide faster and act faster.

We have a one day process called Solve Your Impossible Problem (SYIP), so I was fascinated to read this book.  What’s different and when should we use the Sprint process?

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How Can You Change Made-up Minds - Part 3

How Can You Change Made-up Minds - Part 3

When changing made-up minds, we looked at some Cialdini tools and the power of stories. Once you understand the foundations of persuasion, there are many insights from persuasion research that can help in specific practical situations. The book The Small Big written by Steve Martin, Noah Goldstein and guru Robert Cialdini is a fantastic source of ideas. The idea of the book is to share some small things that can make a big difference to persuasion. There are 50 short chapters each devoted to an idea supported by rigorous research.

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How Can You Increase Performance Using Innovation?

How Can You Increase Performance Using Innovation?

A small group of organisations are serious about increasing their performance using innovation. A larger group pay lip service to increasing their performance using innovation. Those that pay lip service are unaware of how their policies and practices can discourage innovation. What can discourage innovation? We explore some wisdom from the book, Seeing what others don't: The remarkable ways we gain insights by Gary Klein. Who?

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How Can You Change Made-up Minds - Part 2

How Can You Change Made-up Minds - Part 2

For those cases when you face people with made-up minds, we continue to give you some ideas to get unstuck and to get other people to change their minds. In part 1 we used some of the ideas of persuasion guru, Robert Cialdini.

Many powerful ways to change made-up minds use emotion. Business psychologist Peter Sullivan often explains that the word emotion can be written as e-motion and explains this as e is the electrical force that puts us into motion.

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End of Financial Year: Ready, Set, Negotiate

End of Financial Year: Ready, Set, Negotiate

n business, we are bombarded by information telling us that it’s the end of the financial year. Go to the mall, and JB Hifi and Harvey Norman shout at you too. We’ve even created a new word EOFY.

So what does that mean for you? Well, there are some opportunities to negotiate good deals. Why? Because you know that the other person is negotiating with a deadline and they need to get the sale. 

What do we mean?

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How Can You Get Better Results for You and Your Organisation?

How Can You Get Better Results for You and Your Organisation?

Managers constantly want to get better results, better results for themselves and better results for their organisation. One way to improve performance is to get improved performance from individuals. For managers to improve their own performance and their organisation’s performance, they need to know a secret.

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How Can You Change Made-up Minds? - Part 1

How Can You Change Made-up Minds? - Part 1

Regularly, clients ask how to change others minds, especially when it appears the other person has made up their mind and seems unlikely to change.  Sometimes this is because you are not trying to persuade the other person, you are just giving them your opinion and then getting frustrated because they don’t agree with you. But let’s assume you have tried some professional ways to persuade and you are stuck.  In a series of blogs, we will give you some ideas to get unstuck and to get other people to change their minds.

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Negotiating: How can you send signals without saying a word?

Negotiating: How can you send signals without saying a word?

Consider a typical two person negotiation: buying a house or buying a computer. Our experience shows most of these negotiations involve four major issues. For example, with a house: buy price, when to exchange money, size of deposit, what existing items in the house will be included. Or, when buying a new car: buy price, trade in value for existing car, length of warranty and what extras might be included (e.g. better audio system, rust proofing or special wheels). Whenever preparing for a negotiation we always advise you to use a planning sheet.

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