Influencing vs. Manipulation

Often when we help people develop their actual skills in influencing, and especially those types of influencing we want to utilize to positively impact our profit cultures, people wonder if manipulation is faster or necessary. No, and no! First, manipulation does not increase trust, an that’s the biggest reason not to engage in it. It…

Revisiting Respect: Core Dimension Defined

Much of our work with clients centers around creating cultures that support high levels of trust, productivity, morale, profits and customer delight. They also want to retain their best performers, be seen as an employer of choice, and grow their businesses. If they’re non-profits or government agencies, they want the same sorts of things, all…

Go for Genuineness: Core Dimensions Defined

The fourth, and final, Core Dimension is GENUINENESS. Whenever we do the Core Dimensions exercise with a group, which involves identifying specific behaviors that you might observe or experience if someone were delivering high levels to you, this one starts out being tough. We often describe genuineness as something that we can sense—we get a…

Seriously, SPECIFICITY is key!

The third Core Dimension that will help you to create better workplaces, better relationships and better margins on your bottom line is SPECIFICITY. I used to say, in public settings, that if I were the kind of girl to get a tattoo on her forehead, it would be “Be Specific,” in large, curlicue letters. This…

Engaging with Empathy: Core Dimensions Defined

The second of the four Core Dimensions—EMPATHY—is often the most misunderstood and perhaps misaligned. A common definition of empathy is “standing in the other person’s shoes,” and although I’d love to quote Atticus Finch all day and his advice to daughter Scout in To Kill a Mockingbird is legend, the EMPATHY we develop with our clients is…