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Published: Apr 23 , 2015
Author: Alan Smith

We are in political season, so I make no apology for another observation on the political landscape, from which the negotiator can learn so much. All three stories involve the SNP. Story 1. As the tension and torture of last year’s Scottish independence referendum fade away, the resurgent SNP wants to go again – perhaps as early as next year...

Published: Jan 15 , 2015
Author: Alan Smith

There is one group for whom cheaper oil is bad news — oil producers, who've been having an amazing run between a combination of higher prices and surging production. For the rest of us it may be pretty good news. For the negotiator there is certainly the potential of a discussion dependent on the relationship between the price of oil and that of your end products, and how you approach it will depend on which side of the fence you sit...

Published: Mar 09 , 2012
Author: Alan Smith

I recently read an article written by the legendary copywriter Drayton Bird. He writes an amusing - and instructive - story about the time he was sent to a seminar in the US by his chairman. On his return, the chairman asked what he had learned. He thought for a moment, and then replied, "We must stop short term thinking and plan for long-term profits"...

Latest Blog:

The New Front Line – Negotiating at Home

I love being at home. I love being with my family. But ALL day, EVERY day? And then I reflected that one of the most important things we teach as professional negotiators is to ask questions, good questions, and then most critically, listen to the answers. In fact, the ability to listen is probably the ultimate negotiator's asset!

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