Christmas Comes But Once a Year

Published: Dec 23 , 2011
Author: Alan Smith

Put aside all your thoughts and fears about conflict and negotiation.

Delight in that extra slice of cake, enjoy that rather large glass of wine.

For a few days revel in the season of goodwill.

Next year will be upon us before we know, and the world will continue to challenge and engage us in resolving commercial problems and opportunities.

Till then, may I wish you all the very best of the season, and a happy and skillfully negotiated new year.

Normal service will be resumed on the 6th January.

Alan Smith

 


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Alan Smith

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Alan Smith
My background is marketing and advertising. After graduating in Economics I entered the agency world to become, at 28, MD of London's largest independent below-the-line marketing provider.

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Negotiators don’t necessarily derive their power from the relative size of their organisations. In fact, many negotiators fall into the trap of being scared by a seemingly “bigger” opponent on the other side and end up striking deals that belie their significance to the other side. As I have written before, these deals can be commercially ruinous. In fact, they derive their power from the incentives and sanctions that they have at their disposal. The problem that negotiators face when deploying their power, exerting their leverage as I once heard it described, is that some incentives seem relatively indivisible. They have one enormous “chunk” of a concession and then it’s over to threats and counter-threats – never a place where nice people like to be!

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