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

What is the life cycle of a business relationship?

What is the life cycle of a business relationship? And how does neuroscience help us understand it, if at all? I’ve been doing some preparatory work on this question in advance of writing a new book on communications (details to come). Here’s what I’ve learned so far. I’m imagining the kind of business relationship where one party is the service or product provider and the other party is the client or customer…. Read More

Trust Matters for Speakers. Here’s Why.

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There are a few times in life when we take a leap, a leap of faith, a leap of trust.  There are the obvious big ones like taking a new job, or getting married.  And then there’s the smaller, less obvious one of giving a speaker an hour of our time.  We’re trusting that speaker to give us something new, something useful, and something authentic. The key word is trust.  A study… Read More

What Does Your Audience Want?

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So often speakers preparing a speech start with their passion, their expertise, or their response to an invitation.  But what does your audience want?  And is it helpful to begin preparation for a speech with that question? The answer to the second question is, of course, yes.   It is helpful because it focuses your attention in the right way:  on the audience from the start.  That doesn’t mean you’re going to pander… Read More

Blarney, Benghazi, and Binders: Takeaways from the Second Presidential Debate

The debate rematch saw a familiar Governor Romney matched up against a newly invigorated President Obama.  There was a lot of testosterone in the room; the two men stalked around the stage and each other doing their best to take up space and intimidate the other debater.  Romney walked stiffly, visibly tense, uneasy in his body, like an arthritic flamingo.  Obama prowled like an angry, predatory cat, waiting to pounce, and when… Read More