Five Tips For Effective Communicating

I spent a day recently working with a team of people who belong to a part of the government that I can’t mention. But aside from talking about hamsters and flying cars instead of the real work they were doing, so that they didn’t have to kill me at the end of the day, the training focused on body language and storytelling as it usually does. And the concerns and struggles of… Read More

Intentional Communicating

I found myself recently talking to a group of Harvard students at the end of a daylong conference, trying to persuade them to become intentional about their communications. You might think that I was preaching to the choir – surely Harvard students are intentional about their communications, if anyone is – but I found the same basic surprise in the eyes of this audience that I do with most groups I talk… Read More

What a story is and is not – part 2

This is the second of a two-part post on storytelling — what it is and is not. As I said last time, connecting with another person is one of the highest forms of social being for humans. At the heart of it is good storytelling. When I’m telling you a story, and you’re engaged in it, you match your brain waves to mine. If I’m telling you a story with a familiar structure,… Read More

What Storytelling Is Not

This is the first of a two-part post on storytelling — what it is and is not. Connecting with another person is one of the highest forms of social being for humans. At the heart of it is good storytelling. When I’m telling you a story, and you’re engaged in it, you match your brain waves to mine. If I’m telling you a story with a familiar structure, your brain actually anticipates… Read More

Making Business Relationships Work

In two previous posts I discussed some preliminary work I’ve been doing on the life cycle of a business relationship. I posited that the first stage, pretty clearly, is the relationship-establishing or deal-killing friend-or-foe analysis. In other words, neuroscience tells us, the first thing that people do when they get together is decide do I feel comfortable with this person or not?   Is this person a friend or a foe? The second stage… Read More