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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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.

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Creativity in Negotiations Means Thinking Differently

Creativity in Negotiations Means Thinking Differently

As negotiations become ever more complex, it is necessary to find more creative solutions to make sure both parties gain value. To be creative in a negotiation you need to think differently, using your imagination to find original ideas. Here are three ways you can open your mind to be creative:

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Do you know the real Interests in the Negotiation?

Do you know the real Interests in the Negotiation?

To find out what the real interests are in your negotiation you need to follow Roger Fisher's advice: separate the people from the substantive issues.

Over the years, I have been an observer and adviser to many global negotiations with individuals and companies that fail to heed this advice, and they always fail.

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Involve your audience

Involve your audience

When Persuading for Results, involving your audience throughout your presentation helps maintain their attention. Indeed, self-discovery and practical application is often the most effective way of learning and the most effective way of persuading. There are many ways to involve people, depending on the size of your audience. You may like to give people an opportunity to test your product, or to have them work with your ideas actively. Make sure the activity you use is linked back to your message. The activity should reinforce your message, not distract from it.

Read the full blog for some ideas on involving your audience.

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How can you persuade a customer you can't afford to lose? (Part 1)

How can you persuade a customer you can't afford to lose? (Part 1)

Donald Trump would probably say: Just tell em!

In the real world it's often not appropriate to just tell em! So, we need to have more sophisticated tools available.

At the end of 2016, Persuasion guru Robert Cialdini published his latest book Pre-suasion. To condense his 300 page book into two sentences he says:

  1. What do you do before you persuade customers can have a major (hidden) influence on their decisions.
  2. We and our customers assume that what we are focusing on is especially important.

So, what's so important about Pre-suasion?

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How can you be unique, but persuaded in predictable ways?

How can you be unique, but persuaded in predictable ways?

You are different, there's nobody just like you. So, how can we be persuaded in predictable ways? Well, there's a one word answer: process. We can all be persuaded in predictable ways by using a process. This process needs to be based on understanding the psychology of persuasion.

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As Negotiators have we lost the art of listening?

As Negotiators have we lost the art of listening?

Negotiators build trust through listening

One of the great pleasures I have in working on live negotiations with senior global executives, is being able to watch great negotiators reach a successful outcome in tough circumstances. This is achieved through careful planning and a genuine connection with the other person or persons...

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How to deal with fast-paced negotiations.

How to deal with fast-paced negotiations.

Fast-paced negotiations need agility not speed.

I have just returned from projects in Malaysia and Singapore. The region is fast paced, chaotic, and full of opportunities and pitfalls. When dealing with these opportunities and pitfalls I am surprised with how agile successful people and companies are...

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Flatlining 2: Right gives your presentations some heartbeat

Flatlining 2: Right gives your presentations some heartbeat

Not long after publishing the last Blog, Flatlining: Senior managers does your presentation have a heartbeat? my phone rang. Jo Madden, HR Manager from one of our best customers was on the line. “In presentations, another way to look at adding emotion to logic, is to adding right-brain thinking to left-brain thinking”, said Jo. That was another interesting perspective on Flatlining...

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