REAL-WORLD INSIGHTS

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Published: May 19 , 2016
Author: Alan Smith

Walk out the door? Maybe not quite as easy as you may think. The challenge for anyone in a long term relationship, business or pleasure, and particularly one experiencing difficulty is: do I invest in trying to fix it or cut my losses? Look at the massive challenge surrounding the Brexit campaign...

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: Dec 11 , 2014
Author: Alan Smith

Who does the housework in your house? Seems this is a much bigger issue than you might think. Or maybe it is already a huge issue for you. I suspect it depends on who does it and whether you care. It certainly seems to cause significant conflict if the radio is to be believed. I have a confession to make. As someone who works a lot from home I find myself in an office in my garden with very little company apart from the radio. A guilty highlight (sometimes) is Women’s Hour on BBC Radio 4... Remarkably there has been a controversial theme over the last few weeks focused exclusively on housework, and who does it...

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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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