CHAPTER 1

Communicating as a Leader and as a Manager

The people who influence you are the people who believe in you.

—HENRY DRUMMOND, 18TH-CENTURY ENGLISH BANKER, AUTHOR, AND MEMBER OF THE BRITISH PARLIAMENT

When my client Mitch visited our office, he had both good news and bad news. “Let me give you the good news first. . . . A couple of partners and I just bought a telecom at a great price—basically a spin-off of the entire division I used to manage.”

“That is great news.” I followed up with several questions and learned that the spin-off he referred to was from a nationally known company that had downsized his entire division.

“The downsizing didn’t sound exactly like good news at the time,” Mitch continued. “But it has turned out that way. ...

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