By Sharon Drew Morgen

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Facilitating Compliance: helping patients choose health

In the late 1970s, I approached my studies for an MSc in Health Sciences (Community Health Education) with an idealistic goal to create ways to promote wellness and prevent disease. Although life took me in a different direction, I’ve tried to stay caught up on healthcare, but now have merely a passing understanding of what’s […]

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Why We Get Objections

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, […]

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Floating Suburbia: My journey to the River

After years of living in Austin, seeking ways to shield myself from the arrogant people and the blazing, constant heat, I decided it was time to move (For those thinking of moving to Austin: Don’t. Or call me before you do so I can tell you why you shouldn’t.). Given that it would most likely […]

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Some Truths about Systems

As a Change Facilitator, I often get asked about the nature of decision making, change, and buy-in. Since folks are often surprised that my responses have such a sharp focus on systems, I thought it might be an interesting conversation to start among influencers. To that end, I’ve jotted down a few of my favorite ‘laws’ […]

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You’re Always Busy!?

Dear Friends: Lately, everyone I know is complaining about how busy they are. It’s really beginning to annoy me. So I thought I’d write you this personal note – a rant, I suppose – to let you know how I feel when I hear you’re too busy to speak or return a call. No, wait. […]

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Trait-centered Leadership vs. Servant Leadership

I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s not doing his job. The goal is to showcase the follower. […]

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Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – what they are willing to give up, and what they are willing to accept – and then […]

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Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went against me: the accepted use of questions (framing devices, biased by the Asker, that extract a defined range of answers) is built into our culture. But overlooked is their inability to extract good data […]

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Trust: what it is, and how to initiate it

Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it; change can’t occur without it. But what is it? Why isn’t it easier to achieve? And how can we engender it? I define trust as the awareness of another (or situation) as safe, similar, and sane enough to connect with, […]

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Miscommunication: The Reasons, The Cure, The Prevention

Have you ever been absolutely certain you heard someone say something they later claim they didn’t say? Or inaccurately interpret requests from your spouse or colleagues when you could swear you’re right and they’re wrong? It’s interesting how mutually defined words end up causing such havoc. Spoken language is a mutable translation system – a […]

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