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The Beautiful Game

This week, the memory of a surprising penalty shoot-out in an international football match prompts some wise words on the power of preparation in procurement.

The Traveling Consultant

Interests: Planning

It's About Time

A challenging M&A situation that has all but broken down leads to a distress call, prompting our diarist to consider the most powerful lever of all in negotiation - that of time.

The Traveling Consultant

Interests: Planning

Lounging Around

Stuck in an airline lounge our diarist takes the opportunity to talk to a fellow passenger rather than remain head-down in emails, and finds the outcome to be both interesting and commercially beneficial.

The Traveling Consultant

Interests: Creativity

The Disconnected CEO

A business lunch highlights the benefits to a business of their senior management networking and building relationships at the highest levels. And, conversely, the risk if they don't.

The Traveling Consultant

Interests: Power

Lessons in Leadership

Our itinerant scribe has this week witnessed two inspiring examples of bold and smart leadership, including a surprising direction on the pursuit of perfection - and fear of failure.

The Traveling Consultant

Interests: Psychology

When The Chips Are Down

A poker game in downtown LA has our consultant-by-day/writer-by-night appreciating a valuable lesson about the value of sticking to the strategy when emotions are running high.

The Traveling Consultant

Interests: Psychology, Strategy

Hotel Calamity

An unfortunate hotel room situation creates an opportunity for our diarist to flex some negotiation muscle and create value, by embracing discomfort and effectively using BATNAs.

The Traveling Consultant

Interests: Power, Creativity

Through A Different Lens

Viewing a problem through just one lens can make it seem insurmountable. This week our diarist helps a client switch to a different perspective that completely changed her view of a critical negotiation.

The Traveling Consultant

Interests: Risk

A Touch on the Tiller

Our correspondent uses a sailing analogy to ponder how a gentle but timely intervention can be the difference between a rough passage to the end goal, or a smooth one.

The Traveling Consultant

Interests: Strategy, Execution