Articles, cont.

How to Make All Communication Civil

How can consistent civil discourse take place? From our perspective, it takes an ability to slow down our reactions and conclusions, an interest-based mentality, and an abundant view that there are many possible solutions and options.

Persuasion Without Coercion

To avoid coercion, create a deal that can be supported by objective criteria that both parties find fair. By remaining open to persuasion and listening to their needs, you can model the behavior necessary to create a joint learning environment while remaining persuasive.

Perceptions of “Power” and the Difficulties of Influencing Without Authority

Working with an authority figure presents a challenge. The person could be a boss, customer or landlord, anyone that you need to influence but you don’t direct or supervise. The authority figure holds power over you. Maybe you defer to authority and therefore are unwilling to question it. You may have spurned authority positions because you do not see that capacity within yourself. Or perhaps you are deeply suspicious of power. Power is strongly related to control and we are likely to project our deep-seated feelings towards power onto individuals in authority.

Assess Trust and Improve “Trustworthiness”

A necessary key to success at work is solidifying your business relationships. Trust is a two-way street. Over the long-term, business success is dependent upon a network of positive relationships. Whether it's working on team projects, getting a promotion, gathering support for a new idea or just enjoying being at work, the better your relationships with your colleagues and clients, the better your chance of success.

Rethinking the Role of the Strategic Account Manager

As an account manager you are facing a business world full of complexities: shifting strategies, e-commerce, globalization, mergers, and downsizing. Your role is a multi-faceted one. Don't limit your thinking. You have to generate profitability, you have to solve interpersonal problems, and you have to add value. Seeing your role from different "frames" will enable you to problem solve more creatively and effectively.