REAL-WORLD INSIGHTS

Published: Apr 19 , 2018
Author: Tyler Hall

As I am greatly anticipating the next season of Suits, which is commencing shortly, I recently enjoyed putting together some of Harvey Spectre’s memorable quotes, along with some thoughts as to how they may or may not be helpful for our own negotiations in the real world.

Published: Apr 05 , 2018
Author: Ben Byth

We were fortunate enough to see this done exceptionally well the other day: A buyer introduced to the negotiation a demand that they had no genuine expectation of securing. The demand was something unachievable and a little ridiculous. However, the sales person was like a deer caught in the headlights, desperate not to disappoint the cunning buyer...

Published: Mar 22 , 2018
Author: Ben Byth

I couldn’t believe it! Not again! Yet another rescheduled flight! More sales meetings cancelled! My frustration with the airline went up another notch- they had cancelled and rescheduled over half of the Sydney- Brisbane sectors I flew last quarter! In my opinion, it was really easy to be upset with the airline because they were faceless. There was no communication or information disclosure about the reasons or circumstances surrounding the cancellation. Nobody had been brave enough to be vulnerable and own the problem. There was no readily available opportunity to talk to anyone if the airline’s proposed changes didn’t work for me.