One of the reasons we sometimes consider other people as “difficult” is that their behavioral style is different than our own. Each of us has her own behavioral style, and when there’s a behavioral mismatch, it often creates miscommunication. In fact, behavioral style is often at the root of our differences. In my book, “Understanding […]

Active listening means listening in a manner that focuses entirely on what the other person is saying, and confirms understanding of both the content of the message and the emotions and feelings underlying the message. The goal is to ensure that understanding is accurate. Active listening is very difficult for most of us, because, after […]

If you are reading this blog, one of your main goals, professionally or personally, is likely to become a better communicator – to communicate more clearly with other people. Understanding other people and effectively communicating with them gives us a lot of power. When we truly “get” another person, we can tailor our message to […]

Understanding other people – truly understanding them in a way that makes us communicate better with them and makes them WANT to cooperate with us, is very empowering. For most people, however, understanding other people is not easy. For many years, I have watched people in work and in personal situations struggling to understand each […]

Compensation Plans: Today’s Tool for Business Success Are you closing as much business as you’d like? If you’d like to increase revenue, close more sales and improve your bottom line, it may be time to take a closer look at your company’s current sales compensation plan. With some refinements and strategic changes, you may be […]