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.
“Once people get upset at one another, rational thinking goes out the window,” FBI hostage negotiator Chris Voss tells us in his book Never Split the Difference.
That’s … continue reading
1: We have a tall task.
Our goal is to persuade our audience to change behaviors and set out on a new course.
We begin by getting their attention. To do so, we go negative.
“Negative stories, questions, or challenges wake us up. They activate the reptilian brain, suggesting fight or flight,” writes Stephen Denning in The Secret Language of Leadership: How Leaders Inspire Action Through Narrative.
What … continue reading
1: Define problem Analyze problem Recommend solution.
This sequence is the “normal” or “rational” way of communicating, Stephen Denning writes The Secret Language of Leadership. “It’s an appeal to reason—a model that has been the hallowed Western intellectual tradition ever since the ancient Greeks. . . And it works well enough when your aim is merely to pass on information to people who want to hear it.”
But what if … continue reading
1: “It was just the worst meeting you ever went to,” Craig Dunn recalls in Stephen Denning‘s book The Secret Language of Leadership: How Leaders Inspire Action Through Narrative.
“We had insults thrown at us. There was a lot of anger and disappointment. People had lost faith in the firm,” he remembers. “And they had good reasons for feeling the way they did. We all had to face the … continue reading
1: Imagine we are standing in line at the grocery store.
“Scientists Discover 4,000-Year-Old Television Set in Egyptian Pyramid,” reads the tabloid headline on the magazine rack beside us.
We shake our heads and smile. Seriously? We question the reliability of the story. Not our belief as to when television was first invented.
“When we think we know something to be objective truth, our immediate reaction to news indicating the … 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.
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: It’s not whom we think, Chris Voss writes his terrific book Never Split the Difference: Negotiating As If Your Life Depended On It.
His answer? Oprah Winfrey.
“Her daily television show was a case study of a master practitioner at work,” he writes.
“On a stage face-to-face with someone she has never met, in front of a crowded studio of hundreds, with millions more watching from home, … continue reading
