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Published: Feb 21 , 2013
Author: Alan Smith

Imagine you are very late home. And I mean late. You creep up the stairs at 3 am, placing your feet carefully at the extreme edge of each step missing that third creaky step. You push the bedroom door open and pad gently across the floor. Forget brushing your teeth, way too noisy. You can flush in the morning. As you remove your trousers too late you remember the coins in the back pocket. As they crash to the wooden floor your other half springs into action...

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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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