I can hear your excuses for why it is not necessary, in this particular case, to spend much time and attention assessing and communicating the value of your proposed service. “I’ve served this client for a long time,” you say; “he already knows the value, it would look strange if I now started to discuss… Read more »
Posts Categorized: commercial success
Threat as a negotiating tool
A threat is a statement that takes the form of: “Do X… or else I will do Y”. In negotiations, that typically means some form of: “Raise the price you’ll pay/reduce the price you’ll charge… or else I will abandon these negotiations.” Since the possibility of “no deal” is implicit in any negotiation, it is… Read more »
The definition of manipulation
A frequently-asked question in our work on change and leadership is: what is manipulation, and how can I make sure I am persuasive, but not manipulating others? Our preferred definition is as follows: “manipulation” is when you are trying to make someone do or believe something that they would likely choose NOT to do or… Read more »
Commercial Success
Culture & Transformation
Strategic Capability
Team Performance
