1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
One of my goals for the year is to be intentional about building trust to deepen my relationships with the people I love and care about. My wife. Our … continue reading
1: For six months, the prospect dragged his feet. But now there’s been a major system collapse, and he is under tremendous pressure to fix it.
“Be here by Friday morning, or the deal is off,” he tells Ryan.
Ryan buys an airline ticket for the next day, Thursday. But when he arrives at the Baltimore airport, he discovers there’s been a freak lightning storm. The airport will be closed … continue reading
1: The trial is beginning. The defense attorney rises to give their opening statement.
They begin by mentioning everything their client is accused of. They list out all the weaknesses of their case.
Why?
The technique is called “taking the sting out,” Chris Voss writes in Never Split the Difference: Negotiating As If Your Life Depended On It.
And it applies to more than just the court of law.
To prepare … continue reading
1: The experienced fundraiser was perplexed.
A fundraising executive with the Girl Scouts, she had developed a successful system to connect with donors. “She’d invite a potential donor to her office, serve a few Girl Scouts cookies, walk her through an album of heartwarming snapshots and handwritten letters from projects that matched the [donor’s] profile, and then collect a check when the donor’s eyes lit up,” Chris Voss writes in … continue reading
1: “I have bad news,” the CEO tells the packed conference room. “The project has failed spectacularly. Tell me what went wrong?”
“What?!?” someone says. “But the project hasn’t started yet.”
“Exactly,” the CEO responds. “Our job is to identify everything that could go wrong before the project starts. And then take action now so that those things never happen.”
This exercise is called a premortem. It was designed by … continue reading
1: Imagine it’s Thanksgiving. Sitting in the living room is a grandfather who’s grumbling.
“He is cranky but the underlying emotion is a sad sense of loneliness from his family never seeing him,” Chris Voss writes in Never Split the Difference: Negotiating As If Your Life Depended On It.
He’s grumpy because he feels like he never sees the family. And he feels lonely. So he’s expressing his feelings … continue reading
1: It’s hot. A sweltering hot summer’s day.
Three fugitives are trapped in an apartment on the twenty-seventh floor of an apartment building in Harlem. Chris Voss, the head of the New York City FBI Crisis Negotiation Team, stands in the hallway on the other side of the door.
Yesterday, we looked at the importance of understanding the other person’s emotions in any negotiation.
And while the fugitives were … continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
Over the past several Fridays, we’ve created our “Life’s Board of Directors,” considered the specific impact these people have had on our lives, and last week, we reached out… continue reading
“We do not learn from experience… we learn from reflecting on experience.” -John Dewey
1: As leaders, one of our most important roles is to help our team members learn from their experiences.
How do we do that?
We ask questions.
“There are two questions that we should ask of a salesperson at the end of a call or at the end of the day,” writes Brian Tracy in his … continue reading
1: Getting better at getting better is what RiseWithDrew is all about.
Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.
The last several Fridays (Feb 3rd, Feb 10th, and Feb 17th), we have created our “Life’s Board of Directors.” We’ve identified the people who’ve had … continue reading
