REAL-WORLD INSIGHTS

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2019_08_05 Ego.jpg

Published: Aug 05 , 2019
Author: Brian Buck

“There’s no way we can possibly lose this deal!” boasted my head of business development. In fact, he was so confident that the deal was in the bag, he successfully lobbied the executive team to invest in it ahead of the contract. You might be cringing, because you’ve probably already predicted the punch line, but you’d be surprised about the ultimate outcome.

2019_05_06 Me.jpg

Published: May 06 , 2019
Author: Brian Buck

When I was a teenager, the one thing I heard most (outside of my name) was, “The world does not revolve around you!” I hated that expression, and I thought it was unwarranted. That is, until I had teenagers of my own. Apparently, being egocentric is part of normal adolescent development. It helps them to separate from their families a bit and assists them in forming their own identities. Who knew? I certainly didn’t. Here’s something else I realized . . .

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Published: May 02 , 2019
Author: Alan Smith

No, this is not some oblique reference to beginning a training plan for next year’s London Marathon (although not a bad start!), nor is it a reminder of the old gag about walking a mile in my shoes and you’ll end up at a bar, and I’ll have no shoes. It’s about really trying to figure out how the other side in any walk of life see things and wondering if that might change or adapt the way we deal with them.

Published: May 25 , 2012
Author: Alan Smith

The psychological profile has been a weapon of war, espionage, diplomacy and negotiation since time began. Can we get inside the other side's head and use that information to defeat him. Sun Tzu, the Chinese military strategist, believed that a firm understanding of the other side's mental make up was a prerequisite for victory: "If you know your enemies and know yourself, you will not be imperiled in a hundred battles".

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Be a G.O.A.T. Negotiator

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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