This post could have easily been entitled The Art of the Deal.  But in actuality it’s a bit more specific than that.  Since this is the time of year where the most real estate transactions take place, it’s also the time of year when the most come unglued.  It’s very frustrating for seller, buyer and realtor… Read More

Often when a transaction doesn’t happen or an order isn’t secured, it is perceived as a failure.  There are times when it is beyond the salesperson’s control, but it can be an arduous task to convince them of that. Accepting Failure It’s easy to experience feelings of ambivalence once you have convinced yourself that you… Read More

I was speaking to one of the workers at a food store where I sometimes eat breakfast.  She was sitting at the table next ot me having coffee before starting her day.  She talked of how much respect she has for one of  the owner’s approach to doing business, commenting that of all the places that she interviewed a few… Read More

We began the Al Filippone Associates Master Series On Negotiations this week.  Negotiating is essentially the art of inlfuencing or persuading others and there is a lot of psychology involved in negotiating.  Here is some of what we learned. If you are not communicating directly with the decision maker, the you aren’t really negotiating. Communicating directly… Read More