Liz Tahir
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Article
How to Get Something of Value in a Negotiation with Your Boss
It is time for your company review, and you are focusing on one thing: an increase in salary. Not only that, but you have determined how much of an increase you should get. But you soon learn it is not happening as you thought. Do you just leave the meeting, feeling disappointed? Or have you been smart and determined what you can ask for that would be of value to you?n n Here are a few possibilities-of-value: n n Career enhancement training: Ask the company to pay for tuition
December 17, 2008
Article
Getting Results Beyond Words
How often have you felt you were communicating clearly, only to find you have sent the wrong message? This can happen because we are concentrating on what we say (verbal) instead of how we are saying it (nonverbal).n nThe delivery of a message is as integral as the words in a message. We can't persuade others to our point of view when we send a mixed message. How does that happen? It happens because when there is an inconsistency between the nonverbal and the verbal messages,
June 13, 2008
Article
Perfecting the Art of Silence in Negotiating
As Sarah wound her way past the tables and toward the stage to get her "Top Salesperson Award" at the company's annual dinner, her colleagues were mumbling about how someone with the firm only a year could have sold more than anyone else. Sarah was pleasant enough, but hardly the gregarious salesman type. When asked how, Sarah wasn't talking. What her colleagues didn't know is that was the real key to her success. Sarah was making sales by practicing the art of silence , not
December 6, 2007
Article
Getting Rid of the Rulebook
One recent morning, at 10:35, I walked into a local McDonaldâs and ordered a sausage biscuit. The counter person turned around to look up at the clock. Then she said to me: âBreakfast ends at 10:30.â A little surprised, I told her that it was only a few minutes after that time and couldnât she sell me a biscuit? She just stood there and repeated âWe donât serve breakfast after 10:30.ân nWhat logic is there to selling a biscuit at 10:29 a.m. and deliberately not
May 30, 2007
Article
Growing Your Business One Customer at a Time
The People aspect of business is really what it is all about. Rule #1: Think of customers as individuals. Once we think that way, we realize our business is our customer, not our product or services. Putting all the focus on the merchandise in our store, or the services our corporation offers, leaves out the most important component: each individual customer. n nKeeping those individual customers in mind, here are some easy, down-home steps-to-remember when you want to keep â
April 3, 2007
Article
The Art Of Negotiating: In Todayâs World, The Skilled Negotiator Has The Advantage
When we realize that virtually every aspect of our business and personal life requires negotiation, the benefit of being a better, more efficient negotiator is clear.n nNegotiating skills are not usually part of our formal education, though we use these skills all day, every day. These skills are at the very core of both our professional and personal lives. It doesnât matter if we run General Motors or the corner snowball stand or our households, we all have to communicate
April 3, 2007
Article
On Walking the Talk
Recently I was talking with a retailer in his store, and as we were walking around the floor, we came to a rack housing sportswear. Some of the sweaters on the rack were dangling from the hangers. He called over to ask a sales associate to straighten the rack, and we moved on through the store. nnI somehow remembered this incident as I was with another manager, this time the general manager of an upscale hotel. We were talking at one end of the hotel lobby, and as his eyes sp
November 30, 2006
Article
Asking the Right Questions
Curt and Justin were lifelong fishing buddies. Now, in their retirement, they had together taken up the art of do-it-yourself home-improvers. Curt decided to tackle wallpapering his living room. When he finished the job, he proudly called his friend over to see his handiwork. Justin was very impressed. In fact, he liked it so much, he asked his buddy if he would mind if he got the same wallpaper for his living room. Their homes were practically identical in size and layout. C
November 30, 2006