Monthly Archives: March 2012

Dealing with angry people : 12 most common mistakes (part 3)

Dealing with angry people : 12 most common mistakes (part 3) In this article, the word “client” is used to refer to either an external client of the organization, an internal client / colleague or friend/family member. The objective of … Continue reading

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Dovetailing; Human Resources Case study

Participants:  #1 – Multinational packaged food  manufacturing company #2 – 25 long-time employees of the company and the local labour union. Issue: In line with the new restructuring plans for the Spanish subsidiary, the head-office in Europe had ordered the … Continue reading

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Dealing with angry people : 12 most common mistakes (part 2)

Dealing with angry people : 12 most common mistakes (part 2) Problem # 4: “Company policy” Probably the two worst words that you can use when dealing with an angry person are “Company Policy”. Their use is seen as a … Continue reading

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Dealing with angry people : 12 most common mistakes (part 1)

Dealing with angry people : 12 most common mistakes (part 1) In this article, the word “client” is used to refer to either an external client of the organization, an internal client / colleague or friend/family member. The objective of … Continue reading

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Mentoring – A Brief Guide: What is it? What are the Benefits?

Brownlee & Associates are pleased to announce access to our bilingual (English & Spanish) Communication and Management Mentoring Service to new clients. In order to provide more details about Mentoring we have prepared this short guide for you. 1. What … Continue reading

Posted in Advanced Communication, General Communication, Meetings & Teleconferences, Negotiation, Neuro Linguistic Programming, Sales, Training & Development | Tagged , , , , , , , | 1 Comment

Training Via English

Over the last few years, a growing number of American & European companies have started to ensure that their staff world-wide receive professional or management training via the medium of the English language. In an attempt to help fellow International … Continue reading

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The Traditional Selling Cycle Vs the Modern Buying Cycle of the 21st Century

The Traditional Selling cycle is always based on the concept of actually selling a product to someone. This includes the steps of: – Prior Investigation (if possible) from the office of the salesman. In the Sales Interview, the action plan … Continue reading

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10 Tips for meetings, teleconferences & videoconferences.

Speaking up in meetings is easy for some people, and for others it can be completely intimidating. If you’re in the latter group, here are some way to participate more: To be heard, speak up. To be seen, stand up. … Continue reading

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Dovetailing in Negotiations.

One element often overlooked in negotiations is that of Dovetailing: Finding something that is LOW cost for you and HIGH value for your interlocutor or HIGH value for you and LOW cost for them. A real example of this has … Continue reading

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Selling Products or Concepts: You CAN predict how people will buy.

Every organization is involved in selling. They might be selling products, services, concepts or ideas. However there is a tendency to use techniques developed during the last century. Our clients today are very different from those of 10 years ago: … Continue reading

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12 Fallacies about Presentations – Part 1

The most important thing presenters should learn is that the way we communicate has changed over the last 50 years. Organizations & presenters MUST learn to communicate and live in the 21st Century, not the 20th! Fallacy 1: A Presentation … Continue reading

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12 fallacies about presentations (part 2)

Fallacy 7.     The presenter must do whatever the audience requires of him / her! Wrong!: Power is given, control is taken. The presenter’s role is to control the audience, the flow of the presentation, the time used, and to … Continue reading

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Unproductive language

The word “Why?” has an implicit & subconscious meaning that the other person must justify something “bad” that they have said &/or done: E.g.,     Why did you arrive late today?” Meaning: Justify why you arrive late today. Result: The … Continue reading

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Making presentations sitting down = Less influence & more problems.

When making presentations (or running meetings), it is always recommended that you do so standing up. If you observe excellent communicators in action, they always speak while standing. This is a vital component of becoming a great communicator. However, some … Continue reading

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The Nine Most Common Errors that Result in Negotiation Outcomes that are Merely Acceptable.

1.    Entering into the negotiation without a structured, exhaustive and complete preparation; documented & written. 2.    Forgetting that their problems are also yours. If your interlocutor has an unresolved problems, how can you expect him to accept your proposal & … Continue reading

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Documenting problems: The Critical Incidence log.

We all know that in business is vital that everything is documented – “If it isn’t written, it isn’t legitimate!” However, when we want to show our bosses or team members that problems exist, the tendency is for us to … Continue reading

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One question to use when dealing with undesired language or behaviour.

We have all been in situations where someone is saying something hurtful or rude or behaving in a way which we do not like. Our natural response is either “Fight or Flight”: we either argue with them, try to convince … Continue reading

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Applying “Return On Investment” (ROI) to Training & Development.

Applying “Return On Investment” (ROI) to Training & Development. Both national and multinational organizations tend to spend a great deal of money every year on training & development their employees. Sometimes the training is considered an “INVESTMENT in PEOPLE”. However, … Continue reading

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