7 steps to build Trust

7 steps to build Trust

I know it’s a bit early to call it, but I reckon one of the hot topics for 2017 is going to be Trust.  I guess that’s not surprising, given what’s going on in the US, Russia and elsewhere.  I’ve noticed a big increase in the number of online...

Just because you train it, doesn't mean you can do it!

I have just bought a new car.  50,000 miles sooner than I expected to, but that’s another story. As we know, car dealerships are a wonderful place for exercising your Negotiation muscles.  I tell people this all the time, and we practice car dealer role plays on...

Two HUGE mistakes made by negotiators

I’ve been training people in how to negotiate for nearly 15 years now, and I have a confession to make.  I now know that I may have been doling out some poor advice. I can easily blame this on other people, since most of what I learnt as a trainer in my early...

Negotiating: do it over food!

I’m inspired this week by some research done by Lakshmi Balachandra at Babson College in the USA into whether negotiating is best done over a meal.  It’s a question I get asked regularly on training courses, to which my instinctive reaction has always been...
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