Most Recent Articles
- Life Is Negotiation: Field-Tested Techniques in Emotional Intelligence and Tactical Empathy from an FBI Negotiator
Erase everything you’ve been taught about negotiation. You are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. I guarantee if you erase everything you think you know about negotiation and apply these methods in your next conversation, you’ll walk away surprised at what you achieved.
- Ten Practical Ideas for Organizing and Managing Your Enterprise Architecture
There is little agreement among companies about which management approaches are most effective; more empirical evidence is required.
- To Build An Amazing Sales Team, Start Here First
The first step in building an effective sales strategy creating a persuasive, bulletproof narrative that will grab people’s attention, get them to question existing solutions, and ultimately convince them that not using your product is costing them big. A sales narrative is not to be confused with a sales pitch. Rather, it’s the core story that can be adapted for slide decks and presentations, demos and calls. And despite popular belief, it shouldn’t be a … [ Read more ]
- Executive Presence: Getting to the Bottom of What Takes Leaders to the Top
Executive presence has long been a catch-all phrase. When you ask people to define it, they often answer, “I’m not sure, but I know it when I see it.” When pressed they might say it’s body language, gravitas, charisma, or presentation skill. Countless books, articles, and TED talks reinforce this idea. All you need to do is walk on stage like you belong there, open up your gestures, and command the room. Yet it seems … [ Read more ]
- A Better Way to Understand Internal Rate of Return
Investments can have the same internal rate of return for different reasons. A breakdown of this metric in private equity shows why it matters.
Most Popular Articles
A Model for Case Analysis and Problem Solving
An article by Professor Edward G. Wertheim, College of Business Administration, Northeastern UniversityTable of Contents: I. Why We Use the Case Approach II. Your Responsibilities III. The Six Steps for Problem Analysis 1. Comprehend the Case Situation: Data Collection, identify relevant facts 2. Defining the Problem 3. Identify the causes of the problem 4. Generate Alternative Solutions … [ Read more ]
Michael Porter's Big Ideas
The world's most famous business-school professor is fed up with CEOs who claim that the world changes too fast for their companies to have a long-term strategy. If you want to make a difference as a leader, you've got to make time for strategy.
Profitably Parting Ways: Getting More Value from Divestitures
Companies often struggle to capture the full value of a separation. Here’s how to do better.
Decision Quality: Improving Value from Capital Allocation
Without well-developed decision systems and processes to address the complexities of capital allocation, organizations often resort to long, drawn-out debates; politicking and gaming the system; the gut instincts of a brave executive and staff; or deferring to quantitative analysis alone. With large amounts at stake, the opportunities for improved decision quality can be considerable.
Winning with an IT M&A Playbook
What brings repeated success in mergers and acquisitions? What ensures that IT does not cause a deal to falter? A playbook that makes IT integration faster, better, and future-proof.