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Leggi le notizie più recenti e le opinioni di alcuni tra i più esperti specialisti in negoziazione.

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Pubblicato: set 28 , 2012
Autore: Robin Copland

There is more and more emphasis on the bottom line. Negotiators are getting ever more ruthless in their search for a “better deal” and sometimes the old “win-win” mantra is lost in the stampede. One of the tactics we see most often used by – and sometimes against – clients is the late introduction of a procurement specialist to a negotiation. In many cases, this person is introduced rather shamefacedly by the regular negotiator; the excuse is given that they are just there to cast a paternal eye over proceedings and check that the deal is watertight....

Pubblicato: set 14 , 2012
Autore: David Bannister

"Put yourself in my shoes!" said trade union official who was role-playing to help some course participants practise their skills. I was reminded of this when, recently on holiday, I was reading a very enjoyable book called "The Bank of Dave". The book tells the story of a Lancastrian entrepreneur and millionaire called David Fishwick who decided that banks had all got rather too big for their boots and so he chose to open a bank of his own to service deposits and loans in his home town of Burnley (if you haven’t read it, it’s really good!)...

Pubblicato: ago 31 , 2012
Autore: Alan Smith

Virgin Trains aimed to shake up the railway business when it took over the West Coast mainline. Now, having lost the franchise to FirstGroup, are they tasting sour grapes or being genuine in their belief that FirstGroup are unable to deliver on their pitch?

Pubblicato: ago 24 , 2012
Autore: Alan Smith

When my kids were much younger we had a standard gag. I would ask them what time is it when an elephant sits on your fence? The answer was clearly time to get a new fence. Timing is indeed everything. A similar question could be asked right now with the World’s biggest sporting event still receiving plaudits from around the Globe (except of course the French), as perhaps the best ever Olympic games...

Pubblicato: ago 10 , 2012
Autore: David Bannister

Some years ago, I was teaching a management course in the Far East. My words were to be consecutively interpreted to the class so I had to send all my material for translation in advance. One of the exercises I used was a version of the ‘Prisoner’s Dilemma’, a game where the participants’ integrity is challenged and where they can be tempted to try to gain advantage over other participants by saying one thing and then doing something else to ‘win’ the game...

Pubblicato: ago 03 , 2012
Autore: Sam Macbeth

I’ve enjoyed watching the Olympics this week. I have also found the debate that has raged about the number of empty seats to be interesting as well. Disgruntled members of the public had tried and failed on several occasions to buy tickets – only to see that there have been numerous empty seats in the stadia during the first week of the Games. Several commentators have complained that LOCOG (the London Organising Committee of the Olympic and Paralympic Games) have had “seven years to avoid this situation”.

Pubblicato: lug 27 , 2012
Autore: Alan Smith

There is no doubt that much of what we learn is from experience. In fact the university of life, with all of its hard knocks, creates valuable lessons. The key is do we adjust our behaviour on the back of what is thrown at us. This week I have been running a couple of training courses in Bangkok. My first trip to the area, and I heartily recommend it. Great food, wonderful weather (at least the rain here is warm) and the people are friendly and generous hosts. For the westerner in this part of the world another attraction is the markets...

Pubblicato: lug 20 , 2012
Autore: Stephen White

There is a sweet story about an elderly man who is woken at 3.00am by his wife, who can hear strange noises outside the house. He opens the bedroom curtains and sees robbers stealing some of his stuff from the shed at the bottom of the garden. He calls the emergency line, explains what he can see, and asks for police assistance immediately. ‘Are they actually in your house?’ asks the operator. ‘No’, he says, ‘I’ve told you. They are in the shed at the bottom of the garden’. ‘We don’t have anyone available at the moment,’ says the operator ‘but we will send someone along within 2 hours’. The man puts the phone down, waits thirty seconds, and calls back to the police....

Pubblicato: lug 06 , 2012
Autore: Alan Smith

I know I am getting on but it used to be that along with the doctor and the local bobby, the bank manager was one of the few people in whom you could put your faith that he would do the right thing. He would sign your passport photos, offer sage words of solid advice about the mortgage and generally be seen to be one of the go-to guys when you really needed it. Not any more...

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Chiedete e vi sarà dato

Quante volte vi siete trovati a negoziare una vendita o un acquisto e vi è sembrato di essere intrappolati in uno schema ripetitivo che porta a poco? Ad esempio la Direzione del Personale partecipa ad una trattativa sindacale aspettandosi che il Sindacato formuli la prima proposta, oppure un vostro cliente vi chiede “mi fa uno sconto?”

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