Why Should You Negotiate for Data?

Why Should You Negotiate for Data?

Next time you negotiate with a strategic customer, ask them to include more data. To understand the value of data, imagine you are a director of a radiology company with millions of digital images. A company asks to buy 100,000 images plus your diagnosis of each image.  This company will use these images to train Artificial Intelligence to analyse images automatically.  How much will you sell them for?

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Negotiation Teams need a Vision!

Negotiation Teams need a Vision!

I recently had the pleasure of being on a panel discussion in Australia on the impact of human intelligence (Hi) and artificial intelligence (Ai) and creating a competitive edge by combining both. The main question is always “where do we start”? Start with your strategic goals. Ai and Hi are most successful when you use them to solve a problem or leverage an opportunity. A key message was - technology is an enabler, but success depends on leader’s ability to use technology and people together.

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Don't solve, Increase Sales OR Lower Costs, solve both.

Don't solve, Increase Sales OR Lower Costs, solve both.

Imagine in your last meeting your sales manager says, “What do you want to do, increase sales or lower costs?” Well, when you put it like that , you must choose? But do you need to choose? Not always! In general, when asked, do you want me to do X or Y we automatically make a choice. Why?

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How can you decide in a dust storm of data?

How can you decide in a dust storm of data?

As a lecturer in change management at AGSM, I talk with many professionals from different companies and industries. A few innovative companies are working on improving their customer experience and their employee experience. These innovative companies are introducing artificial intelligence (Ai) and increasing the skills of their people, particularly their social intelligence. These companies are making courageous decisions to invest in a time of uncertainty to create a competitive edge. In an increasingly challenging business environment, sitting back and waiting to see what the future will bring is a very dangerous strategy.

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Organisations must be Negotiation Ready!

Organisations must be Negotiation Ready!

“Where do we start?” The strategic direction of organisations are most effective when solving problems or leveraging opportunities.

Over the last few years, around the world, I’ve been fortunate to have researched and delivered some negotiation workshops on how and why organisations need to develop teams of negotiators and not just individual stars.

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When Can't Robots Replace You?

When Can't Robots Replace You?

The robots are coming for all our jobs! Read newspapers or Google “jobs replaced by robots”. When I Googled “jobs replaced by robots” I got 85 million results and 95 results posted in a month.  When I Googled “jobs replaced by AI” I got 12 million results and 183 results posted in a month.

So, are any jobs safe?

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Negotiators Need a Framework and Need to be Stress Tested

Negotiators Need a Framework and Need to be Stress Tested

Some companies and industries are slowing down for their summer holidays and end of year celebrations. However, in other industries like the pharmaceutical and healthcare sectors, January is busy with training and planning for 2019. Last week, a manager asked, “How do teams prepare for negotiations with major accounts?”

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Don't lose your Budget: Invest in Insight

Don't lose your Budget: Invest in Insight

If your financial year finishes in December, ensure you spend your budget. In most organisations, if you don’t spend it, then you lose it. You lose it, but you still must deliver 2019 results. And 2019 starts in less than 40 days.

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People love to talk but hate to listen

People love to talk but hate to listen

In business today people are so busy and so pushed to deliver results that, with important customers or important family members, they talk more than listen. People will rarely listen to you if they don’t feel that you have listened and understood them. Listening is important.

A few weeks ago with an IT executive, we discussed some implementation challenges with his strategy. When we finished, he said, “Thanks, I enjoyed our meeting, it was just like talking to a rubber plant.” 

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What impact will Artificial Intelligence have on your industry?

What impact will Artificial Intelligence have on your industry?

As shareholders and executives continue to demand growing profits; companies must increase revenue or increase productivity. However, increasing revenue and increasing productivity are getting harder. Can artificial intelligence (Ai) be a way to improve productivity and gain a competitive edge? There are many articles on Ai filled with acronyms or technical terms - machines, algorithms and bots. The robots are coming - are you ready?

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Passion Drives Practice - Practice Drives Success!

Passion Drives Practice - Practice Drives Success!

Over the past 25 years, as I have worked with individuals, teams and companies on how to be persuasive in front of groups to buy your message, I am always asked the quickest way to be successful.

My comment is always the same, have a solid process behind your message and practice, practice, and then more practice.

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How can you persuade a few to change the many?

How can you persuade a few to change the many?

Have you ever needed to change a large group’s thinking or behaviour? A difficult situation, but recent research can help with this. As always, remember to stay ethical, you can use this for good and bad.

How many people in a group do you need to change the minds of others?

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