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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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?

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!

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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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.

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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

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?

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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