How to reduce the fear factor at the negotiating table
Stress and aggression trigger the brain’s threat system. So many negotiations are unsatisfactory because we dive into money and numbers...Read more
No more price concessions! Tradeables are your secret weapon!
Being squeezed on price? Know your tradeables! Alternative options that cost you ...Read more
The neuroscience of conflict and emotional regulation
I recently got into an argument with a family member and with Christmas coming up it reminded me that this...Read more
Performance review – love it or hate it?
An opportunity to engage your people? Sadly, performance reviews are often the source of grief for employees and managers alike,...Read more
The science of optimism and resilience – retrain your brain
Resilience: how to bounce back from setbacks. Some people seem to deal with whatever is thrown at them. Deadlines, back-to-back...Read more
Keep your sales message simple – or your customer switches off
Beware using symbols. If you’re like me, when you get into a lift (or elevator if you’re American) you may...Read more
Hidden forces in negotiation – don’t be caught out
Cognitive biases – invisible thinking traps. When we negotiate it is often under tense conditions, where there is potentially a...Read more
Cognitive biases that prevent delegation and growth
I don’t have time to delegate! When my children were young, as well as running a demanding business, I was...Read more