Reward Now, Punish Later: Punishment Alone May Not Change Social Norms

Did you ever wonder how some executives get into the position that they are in? Judging by their lack of interpersonal skills, arrogant attitude and weak sales game, they must have some damning pictures of the boss in Vegas. Does this sound familiar? Actually, many may have thought this very thought, what is even more alarming is that some of you could be the very subject of this, but have no clue. When you are on a sales call, you bring strength and experience. You should bring energy and understanding. You should bring the communication of a vision for the business relationship you are proposing. Most of all you should know what you can commit to and be a master negotiator.

Provided by: Northwestern University (Kellogg) Topic: Project Management Date Added: Nov 2010 Format: HTML

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