How to test your assumptions

Dear WW: My company requires that each salesperson develop projections for the coming year. I have a new boss and she ripped my forecast saying my assumptions were too rosy. But I based them on sales from last year, so they should be accurate. IT’S SAFE TO ASSUME I’VE GOT A PROBLEM
Dear Safe,
If you went [...]

How do you adopt a solution-focused approach?

DEAR WW: My team is great at spotting problems. The problem is, I’m not sure if they’d know a solution if it bit them on the butt. How can I get people to focus more on the solutions? END GAME
DEAR END:
Your e-mail reminded me of technology company that was about to introduce a new software [...]

How to deal with coworkers when you disagree

Dear WW: I have a coworker with whom I frequently disagree. We disagree on how to approach projects, how to deal with customers, etc. I have to work with him, what can I do? NO FIGHT LEFT
Dear NO,
Two Mexican farmers from Jalisco learned the hard way about the risks of letting a dispute simmer for [...]

How to identify your options when you face a conflict

Dear WW: I’ve had a long simmering conflict with a coworker. I’m not sure how I should proceed. Can you outline some options? RELUCTANT WARRIOR
Dear RELUCTANT,
Recently I read about two Arizona nursing home residents who got in a fist fight. Luckily neither was hurt and after they were separated the combatants could remember what happened [...]

How to solve problems at work

Dear WW: I read your recent column on identifying problems at work. I have no trouble identifying problems, but sorting out how I can solve them is another story. TROUBLE IN RIVER CITY
Dear TROUBLE,
I think Jacob Wise can help you gain perspective on your dilemma. He’s not a business professor, best selling author or corporate [...]

How to negotiate contracts successfully

Dear WW: I’d like the people in my company to do a better job of negotiating contracts with our customers, but most of the materials I’ve seen on negotiating are very complex. Can you suggest a simpler guide to negotiations? NEGOTIATING OUR WAY
Dear NEGOTIATING,
Merle Crossman filed a lawsuit against his fire insurance company claiming they [...]

How to get the most out of a negotiation

Dear WW: I’ve got a big negotiation coming up and I’m really rusty. I haven’t negotiated a contract in decades. Any chance that I could get a quick refresher course? RUSTY
Dear RUSTY,
We can all learn something about negotiations from Doug Stead. In 1996 he got a speeding ticket for $75.
He was incensed because the evidence [...]