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Published: Oct 09 , 2015
Author: Alan Smith

Saturday night was a very dark time for me and many of my English friends and colleagues. Whilst no one actually died, it feels like many of our dreams and hopes did. If you enjoy sport and even if you don’t you will be able to imagine just how devastating it is for an Englishman that the National rugby team was knocked out of its home World Cup tournament, by their old nemesis Australia. The only host nation ever to have been knocked out of their own tournament at such an early stage, the loss came fast on the heels of the defeat by Wales the previous week, a game that frankly England really should have won...

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Be Specific With What You Want

You are out for a drink and the bartender asks you – “What would you like?” to which you reply “Guess!”. “Alright then” he says, “How about a red wine?”. You shake your head to this and say “No, that’s not what I want. Guess again.” After much back and forth, the bartender is justifiably irritated and through gritted teeth he tells you “I have other customers I need to serve, you look like someone who would enjoy a refreshing Sauvignon Blanc so I’ll pour you one of those. Enjoy your night.” This is a silly analogy to what I observe every week in most negotiations. Often there is a lack of specific disclosure as to what it is that the party wants or they take a long time to bring this information forward...

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