Category Archives: Leadership

Criticism vs Feedback : They are NOT the same!

Over the past 25 years, I have frequently noticed that there appears to be a tendency by trainers, coaches and other “Talking Therapy” specialists to confuse the meaning of these two terms and to use them interchangeably. I propose that … Continue reading

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6 Common Interviewing Problems.

In general, the purpose of an interview is perceived as being to obtain information from one person by another person who asks a series of questions in a logical sequence to reach a specific objective. This definition might equally be … Continue reading

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Presenting to Small vs Large Audiences.

Note: all of the comments in this  article are also applicable to trainers. As a regular part of our job, we are expected to present to audience of different sizes that might range from a “mini-group” of 1-2 people up … Continue reading

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7 Points to Consider when Firing Someone.

While this article is written with the HR professional in mind, the contents are applicable to anyone who is required to fire an employee. Situation: Mike is a member of the Human Resources Department in a multinational company and has … Continue reading

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The Three Key Structures of Effective Communication.

“A genius is capable of making the complex simple. An idiot is capable of making the simple complex!” Having been involved in communication skills training for many years, I am constantly amazed at the general lack of knowledge about how … Continue reading

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The Handshake: Not Just a Greeting, more a Power Game!

Since Non verbal communication should always be discussed on the basis of three key elements: Culture, Context and Cluster, this article is written with the following areas in mind: Culture: European, North American, Australasian and other areas that share similar … Continue reading

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Dealing with a Polarity Responder.

Mike is the new leader of an international virtual team and in his first meeting with team members, he discovered that he had a team member who appeared to resist every suggestion made by other members of the team: this … Continue reading

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What Do I do with my Hands while I’m Presenting?

For many thousands of years, human beings have looked at the hands of people approaching them to see if they are holding any kind of weapon or instrument that could possibly cause injury or death. It is instilled in our … Continue reading

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The 8 Principal Problems of Effective Listening.

One of the most important skills required of anyone who wants to be an excellent communicator is that of being able to listen effectively. However, there are many people who seem to lack this powerful and vital resource which results … Continue reading

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Dare to Find Out if You Are a Bad Boss!

(18 Indicators of a bad Boss) This article was initiated by comments made in a series of meetings and interviews conducted with different groups of highly qualified professionals in various types of organizations including hospitals, health care organizations (Pharmaceuticals & … Continue reading

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What are “Needs”, “Wants” and “Lacks” and Why are They Important?

It is common in many marketing, sales or training courses and in most businesses to hear people talking about how to meet the Needs and Wants of the customers / clients / learners. However, if we focus only on these … Continue reading

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PART 2: Linguistics, psychology and a humanistic perspective of change management: 6 Common Errors.

In the previous article I outlined the linguistic, psychological and humanistic elements of change management and I now plan to investigate six of the most common errors that occur in “Change Management” that I have encountered in over 30 years … Continue reading

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One serious problem with Innovation.

These days there is a tendency in many organizations, both national & international, to talk about “innovation” and how they are implementing it. It appears to be essential that any “quality” company can proudly state in its internal & external … Continue reading

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“Agenda” slides don’t work: There is an effective and elegant alternative.

It constantly amazes me that many presenters do not know, or choose not to use, one of the best psychological techniques available to elegantly convince their audience of the value of what they are proposing. Instead, many presenters use a … Continue reading

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Start the 2nd session of a course or meeting with a Primacy – Recency activity.

One highly useful psychological technique that both trainers and managers should remember & use much more is that of the Primacy – Recency Effect. What is the Primacy – Recency Effect? The term Primacy & Recency Effects are used in … Continue reading

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Language, psychology and a humanistic perspective on “Change Management”.

This article is about the humanistic side of “Change Management” and will NOT deal with strategic reasons, business models or specific techniques to carry out this activity. One of the most common phrases heard these days in Management Committees in … Continue reading

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Why Dale Carnegie’s Presentation Structure “Tell them X 3″ is no longer useful or valid.

The concept of “tell them what you are going to tell them, tell them and then tell them what you have just  told them” seems to have first appeared in D. Carnegie’s book “How to win friends & influence people … Continue reading

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When group discussions don’t work, there is an alternative.

Situation: George is a high-powered marketing manager in a multinational company who takes great pride in the creativity and cohesion of his international marketing team. During the last international meeting with his multinational team George decided to “be a leader” … Continue reading

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Oh NO! not ANOTHER boring company presentation!

Situation Mick is the Marketing Director of a multinational company who has been invited to make a presentation to a potential client that could become a key account for the company. On the morning of the presentation he checked the … Continue reading

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Dealing with angry people : 12 most common mistakes (part 4/4)

This is the final article in this series about dealing with angry people. In this article, the word “client” is used to refer to either an external client of the organization, an internal client / colleague or a friend / … Continue reading

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“An elephant in the Room” # 3 : Avoiding Unacceptable Behaviour in Presentations.

The techniques discussed in this article can also be applied to presentations & meetings; both internal & external. Situation: David, A Senior Product Manager in a Multinational Pharmaceutical company, was giving a presentation to members of the Marketing Department and … Continue reading

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There is “an elephant in the room” and how to deal with it

There is “an Elephant in the Room” and How to Deal with it “All of the great leaders have had one characteristic in common: it was the willingness to confront unequivocally the major anxiety of their people in their time. … 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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