#permanentnote # It is all about people - humans ## source: - [[my brain]] I think - [[book - The Trusted Advisor]] ## Keywords (topics and howto) - [[topic - my core beliefs]] - [[topic - leading and managing]] - [[topic - negotiation and sales]] - [[topic - having a great relationship]] - [[topic - mentoring, advising and coaching]] - [[how to build trust]] - [[how to do better meetings]] - [[how to be a better leader]] - [[how to be a better advisor]] - [[how to be a better negotiator]] - [[how to build a team]] ## relevant notes: - instinctive drivers of humans - [[zt - we live in a world of measurement]] - [[zt - we live in a world of fear for survival]] - [[book - The wolf in CIO clothing]] introduces the idea that being always nice is good, but when the approach does not work, you need to be ready to change. ## notes - Every important decision is, in the end, made by a person - Ignoring the human part will limit the extent of an impact - Humans are emotional (i.e. non-rational) first and foremost. - We make the decision emotionally, and then we rationalise to explain why we made the decision. - Take time to discover the person. For example, in meetings, make an introduction at least. - Focus on what you don't know, on what is different - People need - affirmation - approval - support - appreciation - clients don't always want advice; sometimes, they need a sympathetic ear. - Positive management, which includes most of the article in the section [[how to be a better leader]], is a perfect best practice until it does not work anymore. At that point, the leader must be ready to try other, usually 'less nice' methods. - This is excellent advice to manage upward (your boss and above) and down (your team).