REAL-WORLD INSIGHTS

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Published: Sep 24 , 2015
Author: Romana Henry

I go running regularly with a good friend and neighbour who happens to be a criminal defence lawyer. She is married to another lawyer who works in property and estate settlement etc. On our runs, we exchange tips and advice. She tells me how expensive it would be to divorce my husband, why I shouldn’t burn a red light and why helping my 17 year old daughter to obtain fake I.D. to get into pubs really isn’t a good idea. Why I really must make a will soon, when to put my house on the market and what home improvements not to bother with. In exchange I tell her how to get a better deal in her various negotiations and we regularly brain storm long lists of things which she would like to get in negotiations in exchange for things she knows she will have to concede. Quite a pair we are. Imagine how much faster we would run if we spoke less and breathed more....

Published: Aug 06 , 2015
Author: Mike Freedman

I was recently invited to teach at a company that purchases the debts of financial institutions and then pursues the people that owe the money. This company buys the debts through a tender process and they then present the debtors with the facts about the law and the unpleasant consequences of non-payment. They called Scotwork because they wanted to improve their negotiations with debtors. They said that they were talking to a number of companies who had issued quotations to them for negotiation training. I told them as politely as possible that they were wasting their money...

Published: Feb 27 , 2014
Author: Stephen White

Our propensity to believe the unbelievable is enhanced by a world which is increasingly intrinsically unbelievable. I find myself gawping at the news on a daily basis. Facebook paid $19,000,000,000 for an App which employs only 55 people and doesn’t take advertising? Did your finger get stuck on the zero button? Candy Crush Saga, a moronically addictive computer game, has been downloaded more than half a billion times? You’re pulling my leg. ATMs already exist for a virtual currency which has existed for only 4 years, is prone to vast fluctuations in value, and is often used for money laundering? Surely not...

Published: Dec 02 , 2011
Author: Alan Smith

On a flight from Glasgow on a cold November night I came across an article in the in-flight magazine about how to make more effective use of persuasion to get what we want out of life, business and family relationships. Warming advice indeed. The basic premise is that it is much more powerful to surround our persuasion with strong rationale in order to get people to do what we want them to do...

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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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