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REAL-WORLD INSIGHTS
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Published: Jul 21 , 2021
Author: Ben Byth
Every now and then someone will make a demand of you that you can't help but feel is unreasonable. Your first reaction will often be one of shock, and you may even ask if they are joking?! However, annoyance then usually sets in once you realise they felt it was okay to make such an outrageous request. When emotions begin to boil in these situations it is often best to step away, cool down and think about your response!...
Published: Jun 16 , 2021
Author: Ben Byth
I was dreading a call to my home and contents insurer to obtain a certificate of currency, but to my surprise, it didn’t go poorly at all. In fact - they ended up reimbursing me $150, despite the fact that I did not even so much as hint that the fee was of interest!...
Published: Jun 03 , 2021
Author: Keith Stacey
Asking questions is the key to achieving mutual understanding. Of course, the question may be the key but listening to the responses is entering the door of ‘knowing’. Negotiators do not have a perfect understanding of the other party’s issues, priorities, concerns and inhibitions when they prepare for a negotiation. This forces them to make assumptions about these important matters. When they meet with their counterparty, questions are necessary to validate their assumptions...
