The Negotiator's Dilemma: Ai or Hi®

The Negotiator's Dilemma: Ai or Hi®

As humans, how do we change our minds? How do we change our behaviour to negotiate for a new product or a new service? Like it or not we need to change because of artificial intelligence (Ai).

In 2015 the world of Ai changed forever because for some tasks the accuracy of Ai now exceeded the accuracy of humans. After this change, many leaders and industries realised that there was now an urgency to change.

Read More

Need to solve a problem quickly - Sprint!

Need to solve a problem quickly - Sprint!

Many executives wish they could get their organisations to make decisions faster and get things done faster. Wishing they could get people to work together and make critical decisions to get projects completed. In many organisations, it is hard to get teams to move faster, but there are ways to get teams to decide faster and act faster.

We have a one day process called Solve Your Impossible Problem (SYIP), so I was fascinated to read this book.  What’s different and when should we use the Sprint process?

Read More

I have a great Answer - who has a fantastic Question?

I have a great Answer - who has a fantastic Question?

I love seeing successful professionals at work: watching a great tennis player return an unwinnable shot, or a swimmer come from behind to win the greatest race of her life.

It’s the same as when in a tough negotiation someone asks a great question that unlocks value, breaks a deadlock or achieves a great outcome.

Read More

How Can You Change Made-up Minds - Part 3

How Can You Change Made-up Minds - Part 3

When changing made-up minds, we looked at some Cialdini tools and the power of stories. Once you understand the foundations of persuasion, there are many insights from persuasion research that can help in specific practical situations. The book The Small Big written by Steve Martin, Noah Goldstein and guru Robert Cialdini is a fantastic source of ideas. The idea of the book is to share some small things that can make a big difference to persuasion. There are 50 short chapters each devoted to an idea supported by rigorous research.

Read More

How Can You Increase Performance Using Innovation?

How Can You Increase Performance Using Innovation?

A small group of organisations are serious about increasing their performance using innovation. A larger group pay lip service to increasing their performance using innovation. Those that pay lip service are unaware of how their policies and practices can discourage innovation. What can discourage innovation? We explore some wisdom from the book, Seeing what others don't: The remarkable ways we gain insights by Gary Klein. Who?

Read More

How Can You Change Made-up Minds - Part 2

How Can You Change Made-up Minds - Part 2

For those cases when you face people with made-up minds, we continue to give you some ideas to get unstuck and to get other people to change their minds. In part 1 we used some of the ideas of persuasion guru, Robert Cialdini.

Many powerful ways to change made-up minds use emotion. Business psychologist Peter Sullivan often explains that the word emotion can be written as e-motion and explains this as e is the electrical force that puts us into motion.

Read More

End of Financial Year: Ready, Set, Negotiate

End of Financial Year: Ready, Set, Negotiate

n business, we are bombarded by information telling us that it’s the end of the financial year. Go to the mall, and JB Hifi and Harvey Norman shout at you too. We’ve even created a new word EOFY.

So what does that mean for you? Well, there are some opportunities to negotiate good deals. Why? Because you know that the other person is negotiating with a deadline and they need to get the sale. 

What do we mean?

Read More

How Can You Get Better Results for You and Your Organisation?

How Can You Get Better Results for You and Your Organisation?

Managers constantly want to get better results, better results for themselves and better results for their organisation. One way to improve performance is to get improved performance from individuals. For managers to improve their own performance and their organisation’s performance, they need to know a secret.

Read More

How Can You Change Made-up Minds? - Part 1

How Can You Change Made-up Minds? - Part 1

Regularly, clients ask how to change others minds, especially when it appears the other person has made up their mind and seems unlikely to change.  Sometimes this is because you are not trying to persuade the other person, you are just giving them your opinion and then getting frustrated because they don’t agree with you. But let’s assume you have tried some professional ways to persuade and you are stuck.  In a series of blogs, we will give you some ideas to get unstuck and to get other people to change their minds.

Read More