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Published: Feb 05 , 2015
Author: Alan Smith

Get mad back? Not so sure. Couple of things have passed my desk this week that have prompted this blog. The first is something that happened to me on one of our Advancing Negotiation Skills courses. One of the participants was asking about how to deal with difficult people. I suspect we have all come across them in our lives be it work or personal. As usual to give myself time to ponder and consider a response, a kind of adjournment, I asked the rest of the group if they had any ideas...

Published: Dec 01 , 2014
Author: Alan Smith

It is a very simple equation to look at how margin is impacted by the price a company charges for its products. Take a very easy example of a company whose P&L sheet looks like this;

Published: Oct 03 , 2014
Author: Alan Smith

What is the worst thing you can do when negotiating? Lots of things I guess but probably the most obvious one of all is a lack of preparation. Last year was the 30th anniversary of the bestselling book by Chris Ryan, Bravo, Two, Zero. I’ve got to be honest when it first came out I did not read it. I thought it would only be of interest to military types and frankly was a bit embarrassed to read it on the train or tube, which was my main reading time back then...

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Why are you so petrified of silence?

Alanis Morrissette’s “All I Want” from the wonderful album Jagged Little Pill, could have been written with Jeremy Hunt in mind. Hunt is vying for the leadership of the conservative party against the much-fancied Boris Johnson and asking the same question in a number of different ways. Hunt seems keen to goad Johnson into a debate on live TV and Boris’s silence is clearly a strategy to maintain his leadership in the contest. It seems Johnson's fear of being seen and potentially dropping a fundamental gaff, is ensuring that the normally bubbly, chatty and self-aggrandizing blond bombshell has retreated into his shell.

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