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Published: Feb 06 , 2014
Author: Stephen White

The Winter Olympic Games open in Sochi this Friday, but any expectation that there would by now be a rising tide of enthusiasm for the splendour of the opening ceremony or the thrill of the sports on show has been dashed. Instead we only read about the likelihood of a Chechen terrorist attack, the possible effect on athletes and spectators of recently enacted anti-gay Russian legislation and the appalling prospect that some Western journalists might find their hotel bedrooms are unfinished...

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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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