Archive for June, 2013

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Stop Being Defensive

Sometimes you need to give your dream client proof that you’re the right partner. They challenges you with a concern, and you want to make your case. You want to resolve all of their concerns, offering proof point after proof point in an attempt…

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Why the Rain Dance Brings Rain

Parts of the Southwestern United States are very dry, very arid regions. In the past, the Native American tribes that lived there needed the rain to survive. When the rain didn’t come, the Native American tribes would do what is called…

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The Death of Win-Win

A win-win agreement presupposes that it is possible for you and your client to come to agreement in which both of you are left better off than you would’ve been without a deal. In my experience there is always a path that leads to a win-win…

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