by Jim Schleckser | Aug 30, 2022 | Business, Decision Making, Negotiation, Sales
The Power of Silence When a salesperson uses the power of silence in a negotiation, that silence adds pressure to whoever they are negotiating with. Let’s face it: Salespeople are gregarious and like to talk to people and fill any space. It’s part of their...
by Jim Schleckser | Aug 9, 2022 | Bonuses, Compensation, Decision Making, Leadership
Why has CEO compensation increased over the past several decades? This is one hot-button issue covered constantly in the media. Specifically, how CEO compensation has increased to the point where the difference between what CEOs make compared to the rest of the...
by Jim Schleckser | Jul 19, 2022 | Business, Decision Making, Entrepreneur, Negotiation, Strategy
Four ways to end a partnership As we gain the courage to start a company, many times it helps to spread the risk of the new business with a partner. That’s proven to work well for thousands of companies. But the uncomfortable truth is that eventually, every...
by Jim Schleckser | Jul 5, 2022 | Business, Decision Making, Entrepreneur, Negotiation, Sales
The Negotiating Tactic you Must Know How to Handle If you have the experience of negotiating frequently, you may see the “nibble” technique used often. This occurs after you’ve shaken hands to close a deal, and just as you’re getting ready to sign the...
by Jim Schleckser | May 31, 2022 | Business, Decision Making, Entrepreneur, Negotiation
It can be effective, but it can also lack integrity Every time I write about negotiation, I tend to get a lot of interest. That makes sense because all of us deal with some form of negotiation in just about every aspect of our lives. That’s especially true in...
by Jim Schleckser | May 17, 2022 | Culture, Decision Making, Delegation, Entrepreneur, Leadership
The distinction is whether you lead with your head, heart, or hands. Leadership is one of the most studied and written-about topics in the business world. But I recently came across an exciting new concept that adds an interesting new wrinkle to the subject: defining...
