Category Archives for Interpersonal Skills

Advantages/Disadvantages of Open and Closed Questions

When you ask a good question you allow the possibility of a good answer, conversely, bad questions will almost always lead to poor answers. Let’s take a brief look at the relative advantages and disadvantages of open and closed questions, from the point of view of using them in your everyday work interactions, so that […]

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Hofestede’s Cultural Dimensions

If you’ve ever worked with colleagues based in a different continent, or even just a neighboring country then you will have likely encountered cultural differences. Even if you haven’t encountered cultural differences yet, it is increasingly likely that you will have to at some point as business becomes ever more international in nature. Did you […]

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The Trust Equation

How much we can influence others is a function of how much we trust the other party. We are very unlikely to be influenced by people we distrust. We are far more likely to listen and accept the ideas of those in which we trust. The trust equation is a rule of thumb that helps […]

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How to Influence Anyone

During our professional lives there are all kinds of people we may need to influence: our team, our colleagues, and our superiors, amongst others. Here is a simple 3 step process I use to influence people, which can equally be applied to selling: Agree the problem/opportunity Outline a solution Gain explicit agreement on the way […]

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