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Interests
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
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.
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.
Interests: Creativity
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.
Interests: Power
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.
Interests: Psychology
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.
Interests: Psychology, Strategy
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.
Interests: Power, Creativity
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.
Interests: Risk
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.
Interests: Strategy, Execution
