By Ben Byth | 22.11.13
Activism and Negotiation
It is peculiar how news stories often converge and clash. Newspapers worldwide this week report the court-hearing in St Petersburg…
Read the post By Ben Byth | 14.11.13
Bracketed Language
After the failure, albeit perhaps temporarily, of the negotiations in Geneva last weekend between the Iranian Foreign Minister and representatives…
Read the post By Ben Byth | 07.11.13
Remember
Remember, remember… In many aspects of life one of the most important aspects is, wait for it, timing. A good…
Read the post By Ben Byth | 31.10.13
Be Careful How You Ask
Like most sales people I talk about value first and price last. This week was no exception. My prospective client…
Read the post By Ben Byth | 17.10.13
Charm Offensive
The Oxford English Dictionary defines charm as ‘the power or quality of delighting, attracting, or fascinating others’. It is a…
Read the post By Ben Byth | 10.10.13
Are You Losing Enough Business?
Before working with a powerful FMCG company in Europe I asked of the thousands of points of sale they have…
Read the post By Ben Byth | 04.10.13
Dumb and Dumber
This week’s government shutdown makes both sides of politics look dreadful. A poll this week had Congress less popular than…
Read the post By Ben Byth | 26.09.13
Tread Softly
Damian McBride, former spic doctor for Gordon Brown (former Labour party leader and British Prime Minister), has revealed how he…
Read the post By Ben Byth | 12.09.13
Do Negotiators Tilt?
Sportsmen and women choke but apparently poker players “tilt”. I came across this term in Nate Silver’s excellent book the…
Read the post By Ben Byth | 09.09.13
Negotiating Bedtime and Taking Out the Trash
I’ve always found it fascinating how many people who attend our negotiating skills training talk about how the techniques that…
Read the post By Ben Byth | 29.08.13
If You Feel the Need to Say You “Are”… You “Are Not”
When we ask people to define negotiation on the Scotwork pre-course paperwork, purchasing people very often refer to “finding a…
Read the post By Ben Byth | 22.08.13
All At Sea
It is said that the two happiest times in a sailor’s life are the day they buy a boat and…
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