Integrity is usually a major conversation when I coach groups of executives. It almost always comes up in the context of arriving to the meeting on time or returning promptly from breaks.1 This leads to a discussion of consequences, by which people mean punishments for not being on time: fines, humiliation, etc. This opens a powerful examination of monitoring, enforcement, and integrity throughout the organization.
Consequences come in two flavors. Imposed consequences are punishments contrived by an authority exerting its power to compel behavior. Natural consequences are what reality delivers in response to actions. If I (more…)
William Ury is not only an experienced high-level negotiator but an acute student of his art who can distill his wisdom into concise, memorable lessons. This book is indispensable for anyone who wants to do well in negotiations, formal or informal, without humiliating or destroying the other side. For Ury and his disciples, Win-Win is not a feel-good aspiration but a profitable practice. As a negotiation style that builds relationships while getting things done, Win-Win is a cornerstone of the “Sustainable Workstyles” we teach at MayoGenuine.
A key insight of his method is the possibility of being “soft on the people, hard on the problem.” Negotiation is so often associated with macho words like “bruising,” “hard-nosed,” and “marathon” that it is easy to forget negotiation is not war pursued by other means. We negotiate as an alternative to battle, not as another version of it. Everyone wants (more…)
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