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
1: What percentage of people’s thinking is emotional? And what percentage is logical/rational?
The answer? “People are 100 percent emotional,” Brian Tracy asks in his book Sales Management.
This week, we’ve been exploring what makes a great sales leader. (Which is the same thing as what makes a great leader of any type.)
Brian tells us there are two critical leadership qualities. We’ve looked at the first leadership quality: Clarity.… 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 two Fridays, Feb 3rd and Feb 10th, we created our “Life’s Board of Directors.” We’ve been intentional about identifying those individuals who have influenced our … continue reading
1: The impulsive boss was known for his “drive-bys.”
Another “urgent, poorly thought out assignment that created a lot of unnecessary work,” former FBI negotiator Chris Voss writes in Never Split the Difference. “Past attempts at any kind of debate created immediate pushback.”
“I think I have a better way” was always interpreted by the boss as “the lazy way.”
It was the end of a long consulting engagement. Thousands of … continue reading
1: Chris Voss and the FBI Crisis Negotiation Unit were stuck.
They were five hours into a negotiation with bank robbers who had taken three hostages at a Chase Bank in Brooklyn.
The year was 1993. The problem? They were limited by the negotiating approach that hostage negotiators were using at the time, Chris writes in Never Split the Difference: Negotiating As If Your Life Depended On It.
“We … continue reading
1: New York City. September 30, 1993. It was a brisk autumn morning. The time was 8:30 AM.
“Two masked bank robbers trigger an alarm as they storm into the Chase Manhattan Bank at Seventh Avenue and Carroll Street in Brooklyn,” Chris Voss writes in Never Split the Difference: Negotiating As If Your Life Depended On It.
Three bank employees are inside: two female tellers and a male security guard. “The robbers crack … 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.
This week we’ve been looking at Marshall Goldsmith’s wonderful book What Got You Here Won’t Get You There.
One of the essential steps in Marshall’s process is being … continue reading
