Why being human will help you win

Post author:Eugeniu Mihai
Post published:April 13, 2025
Post category:Negotiation Preparation Negotiation Strategy Negotiation Tactics Procurement
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I recently shocked the participants during one of my "Elite Negotiation" trainings when I told them "Being human will help you win".After the initial surprise, I showed them a letter I received when I checked in at DoubleTree by Hilton Wroclaw, Poland, in April 2017 (a fragment is copied here). And I told them that the letter truly impressed me for two reasons: It was a fully personalized letter, personally signed by the Guest Relationship Manager of the hotel. It made me feel cared for and that I truly mattered. This is what attracted me (and countless others) to the Hilton chain across the years - they always knew how…

The New York Times rule in business

Post author:Eugeniu Mihai
Post published:April 11, 2025
Post category:Negotiation Preparation Negotiation Strategy Negotiation Tactics
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One of the first lessons I learned when I joined Procter & Gamble was part of the "Effective Communication" training, and it was very intriguing at first: "You must always respect the New York Times rule". And while it's been some time since that training, what I see happening in business in the recent years makes be refer to this rule much more often that I thought (and frankly speaking, much more often than I wished)!To cut the long story short, the rule simply says: "If you feel comfortable seeing your picture on the first page of the New York Times newspaper together with what you SAID, DID or WROTE,…