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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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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)

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?

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?

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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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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