People Skills Are Essential to Negotiation Success

Negotiation is at the heart of a business. Winning customers, building partnerships, and securing vendors are all negotiation processes. The skills required to negotiate successfully are complex: inter-personal communication, sales skills, a bit of analytical psychology, assertiveness, and conflict resolution. In short, for a company to do well, the lead negotiator must like people and know how to deal with many different types of people.

Social Entrepreneurship: The New 21st Century Calling

Social entrepreneurship is an approach by start-up companies and entrepreneurs, in which they develop, fund and implement solutions to social, cultural, or environmental issues. The Camp in Aix has made social entrepreneurship a key part of their program. My students and I worked with Enactus, the international non-profit group which helps develop SE projects world-wide.

Silicon Valley Jerks And The Companies They Ruin

Auguste Rodin was an obsessive genius, horrid toward his family and other people. This type of personality has been evident throughout history. Silicon Valley high tech jerks have also been around for decades. The “bad” Steve Jobs is only one of many examples. A more recent example would Uber’s Travis Kalanick, whose behavior arguable has severely damaged Uber’s business and its IPO. The conundrum we face with these people is that once they are in place it can be very difficult to remove them.

Now that I have a large number of weekly viewers, and subscribers, I want to use this update video to again offer a bit more about myself, and to give you advance notice of my plans for delivering more online streaming and live video content in the next few months. I am specifically looking for your feedback comments to assist me in making those plans most effective.

Strategic Focus versus Nimbleness

This week I want to discuss the importance of strategic focus, while still being open to possible opportunities, sometimes called corporate “nimbleness,” which may seem like a contradiction. I am a strong believer in strategic focus, however I have also personally experienced a case where an “openness” to opportunity transformed the enterprise from a pedestrian company into a Silicon Valley legend. Ascend Communications was “focused” on ISDN based video conferencing with a modest and profitable OEM agreement with AT&T. However, AT&T came to Ascend and asked if it could solve a much bigger problem…