By Simon Carkeek | 22.10.21
Trust me
The recent collapse in Franco-Australian relations following the new Aukus security pact got me thinking about how an erosion of…
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By Alan Smith | 07.10.21
The art of persuasion
On a flight from Glasgow, I came across an article in the in-flight magazine about how to make more effective…
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By Brian Buck | 01.10.21
Walking Away
When it comes to negotiating, one of the most difficult decisions we face is whether or not to walk away…
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By Brian Buck | 29.09.21
Please, think about them
Recently, someone called me in a panic about a negotiation they were involved in. Suffice it to say, it wasn’t…
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By Alan Smith | 12.09.21
Never say never
It’s never easy to be a politician, and particularly over the last 18 months with the pandemic to deal with…
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By David Bannister | 03.09.21
Do you want a cake or just a slice of cake?
Some years ago when I was early in my independent consulting career, I won a substantial piece of work with…
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By Alan Smith | 30.08.21
What makes us human?
A series on the BBC Radio 2 programme hosted by Jeremy Vine explores what makes us human. In this innovative…
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By Brian Buck | 23.07.21
Are RFP’s going away?
Every year in our Buyer/Seller Survey we ask buyers, “What aspects of your buying process have changed over the last year?” Interestingly,…
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By Brian Buck | 06.07.21
Internal alignment or iceberg?
This past week, a rare news headline appeared out of Washington, D.C.: “A Deal With Bipartisan Support.” Before you run…
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By Randy Kutz | 02.07.21
Just one more thing….
Negotiation success is information dependent. Nobody ever leaves the negotiating table wishing they had less information. But information is also a scarce…
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By Brian Buck | 11.06.21
Privacy, please
Worldwide, 3.78 billion people are active users of social media. That’s about 48% of the world’s population. Whether you’re reading…
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By Romana Henry | 09.06.21
Mind your language
I love language. It’s my thing, has been since I was a kid. Hopeless at math or science but oh…
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