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    Negotiating: Lessons Learned

    On a recent trip to Southeast Asia, I was reminded of the art of negotiation. In the marketplace, tourists meandered through vendor booths with many of the same or similar products. Few of the products had prices, naturally forcing negotiations.

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    Initiators & Processors: Which are you?

    Initiators and processors are two different skill sets. You’re usually one more than the other. In every industry and every organization, there are initiating roles and there are processing roles. Which are you?

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    Hearing What Isn’t Said

    Papers rustle. The occasional nod. A chuckle. Eyes gaze out the window. Keys click on a computer. Nails tap the screen of a smartphone. A phone vibrates the table. Heads turn.

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