Norm Brodsky

I’ve been doing a lot of negotiating these days, and I keep noticing mistakes people make. Their most common mistake is focusing on what they want when they should be devoting their attention to learning what the other side wants, and how badly. If you can do that without showing your hand, you wind up controlling the process. You can craft a deal that satisfies … [ Read more ]

Ask Norm: What Kind of People Should I Hire?

Norm Brodsky explains what he looks for when hiring people for his companies.

Secrets of a $110 Million Man

There are no guarantees when it comes to running a business. But the best entrepreneurs I know follow these guidelines.

It Takes a Company

If your best salesperson leaves, how do you make sure you don’t lose your best customers, too?

Street Smarts: What Are You, a Bank?

You probably lend your customers more money than you realize. Have you checked lately?

Street Smarts: The Name Game

Few things are less important to the success of a business than figuring out what to call it.

The Magic Number

Every business has a magic number. By employing his, our columnist didn’t overstaff this year.