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Published: Sep 20 , 2021
Author: Millie Davis

Among those who have fallen in love with the Apple TV+ series Ted Lasso, many of us have grown fond of the character Nathan Shelley, a coach for the Richmond football team (known as soccer here in the US). In Season 2, Episode 5, Coach Nate is faced with a precarious situation when he must negotiate with a host at the restaurant his father “complains about the least.” Coach Nate tries to procure the window table for his parents’ 35th wedding anniversary dinner, but the host insists that they don’t take reservations for that table. Using what he believes is his leverage, he name-drops Roy Kent — a star footballer who’s also a coach for the Richmond team — to which the host replies that if Roy Kent comes in, he can have the table.

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Published: Jan 13 , 2020
Author: Brian Buck

When it comes to sports, the term G.O.A.T. (aka greatest of all time) gets tossed around a lot. Sometimes the title is easy to bestow, due to an athlete’s undeniably impressive career stats. But most of the time, it becomes the subject of endless debates regarding one player who may, or may not, be better than another. However, regardless of who’s your G.O.A.T. — Muhammad Ali, Tom Brady, Serena Williams, Sebastian Vettel, Wayne Gretzky (the actual Great One) — we should be able to agree that they all have two things in common. As it turns out, these two things can turn any dealmaker into a G.O.A.T. negotiator.

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Published: Apr 26 , 2018
Author: Apostolos Korlos

Finishing a Marathon is a life’s dream for a runner. Thousands of amateur athletes live for the moment of crossing the finishing line of one of the hundreds of marathons organized around the world. The marathon, as any other demanding competition, requires…

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Published: Mar 29 , 2018
Author: Tom Feinson

Don’t ask me how but I managed to acquire a reader subscription account to the Financial Times recently. As a result; I thought I should check it out. To be honest, most of it is above my head but I did notice an article on the two leaders of the Brexit…

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Published: Mar 08 , 2018
Author: Stephen White

It has taken me a month to catch up with the interview of Jordan Peterson by Cathy Newman of Channel 4 News. You can see it here. If you are entertained by intellectual enthusiasm and combative journalism it will be well worth half an hour of your time. Jordan…

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Published: Feb 08 , 2018
Author: John McMillan

A woman, let’s call her April June, knocks on a neighbor's front door; let’s call her Angel Merkin. “Yes,” says Ms Merkin, “what do you want?”...

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Published: Feb 01 , 2018
Author: Robin Copland

Most negotiations are more complex than they appear. Even although, on the face of it, party A, the seller (as an example) is meeting party B (the buyer) in a simple transactional negotiation in which, hopefully, differences can be ironed out and traded…

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Published: Dec 14 , 2017
Author: Alan Smith

The maxim, “it ain’t over till it’s over” is a maxim because it's true. Fans of Queens Park Rangers were lambasted by their manager for leaving before the end,...

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Published: Sep 07 , 2017
Author: Alan Smith

You may remember, or have kids that do, the magnificent game Top Trumps. It was a card game popular with kids’ in the 1970s and 1980s, especially amongst pre-teens, for whom it was a widespread playground pastime. The subjects covered included military hardware, modes of transport, racing cars and predators. The packs of cards tended to be priced so that children could collect out of their pocket money. They also played to kid’s fascination with competition. My own son was particularly fascinated with the predator cards. One memorable imagined battle was who would win in a fight between a shark and a tiger...

Published: Jul 09 , 2013
Author: Alan Smith

George North is a big man. Currently on tour in Australia with the British and Irish Lions, North stands at 6 feet 4 inches and weighs in at 240 lbs. That is over 17 stones in old money, as my mother would say. He is also only 21 years old and a prodigious rugby talent. In the first test he scored a phenomenal individual try and in the second a thunderous tackle that sent the Wallaby Israel Folau back several meters....

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Be Angry. Then Do This . . .

I can’t wait for the New Year to tell you all about a personal negotiation I was just in that sent my blood boiling! The deal isn’t completely done yet, so I don’t want to jinx it. (In case you’re wondering, no, I’m not superstitious — that would be bad luck.) However, in this deal, something happened that triggered an immediate and angry response. I bring it up because even as a highly trained and experienced negotiator, my emotion was getting the better of me. That is, until I did the following . . .

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