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Published: Dec 12 , 2013
Author: Alan Smith

Today’s friend is tomorrow’s foe in this dynamic and complex world. Barely a day goes by without mergers, acquisitions, take overs (hostile or not) or promotions, that takes the guy you were managing and makes him your boss. How do we best manage our relationships to get the most out of them in this constant flux? Seems the best way of building rapport is to focus on what psychologists call ‘uncommon commonalities’...

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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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