Dear Amazon, New York doesn't want you: Negotiation Know-how

Dear Amazon, New York doesn't want you: Negotiation Know-how

In case you missed it, the Guardian headline in November 2018, told the story in just seven words.  Amazon had announced, with New York Mayor Bill de Blasio and Governor Andrew Cuomo, they would open a major office in New York. This office would bring 25,000 jobs paying more than US$100,000. With a deal negotiated with the two decision makers, what could go wrong?

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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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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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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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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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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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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?

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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.

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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?

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