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Published: Mar 27 , 2015
Author: Alan Smith

This morning (Tuesday 24th March) the news is awash with the revelation that the British Prime Minister says that he will not serve a third term as the leader of the Conservative party, and therefore leader of the country, should they be re-elected, again and again. Now bearing in mind he has not won the next election it seems remarkably confident, or arrogant to think he could possibly win the one after...

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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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