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Published: Mar 20 , 2013
Author: Robin Copland

The current financial crisis in one of the EU’s outposts, Cyprus, clearly exemplifies and demonstrates some undeniable negotiating truths...

Published: May 18 , 2012
Author: Robin Copland

There are interesting changes afoot in the relationship between France and the USA now that President Sarkozy – more of a Bush man than an Obama fan – has been replaced by President Hollande. He and Obama have much in common, including their centre-left persuasion and their shared background as university teachers. That said, one is American and the other is French so culturally there is much that separates them...

Published: May 11 , 2012
Author: Alan Smith

Can’t imagine there is much singing and dancing in the hallowed halls of the EU head office in Brussels at the moment. (Beethoven’s Ode to Joy is the theme tune, if that is the right phrase, for the European Union). The recent elections in France and Greece have thrown the Euro again into a crisis that may cause joy in many UK households as they plan their escape from rainy Britain, but seems to have riled the German nation, and particularly their sour faced leader Angela Merkel...

Published: Dec 09 , 2011
Author: Alan Smith

In the late 1950s, a journalist asked incumbent British prime minister Harold Macmillan what he considered was most likely to blow his government off course. In an answer that has gone down in history — perhaps as much for its Edwardian construction as its content — Macmillan replied, “Events, dear boy, events.” This response hits at a fundamental truth. Things do change rapidly, and when one is least expecting them to do so...

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The Power of Adjournments

Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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