How to Present Ideas that Change Minds

How to Present Ideas that Change Minds

In business and in life in general, the ability to move people to your point of view is a rare skill. I’m talking about setting out a better way forward that you passionately believe in, that cuts through bias with impeccable logic but addresses the emotion on...
Negotiation – My Best 20 Moves

Negotiation – My Best 20 Moves

Always clarify the up to date position. e.g. when buying a company, talking to the owner – perhaps you could update me on any changes good or bad since we last met. Try to establish the housekeeping of the meeting; prospective agenda, time allowed, anyone...
Starting Salaries

Starting Salaries

You get down to one or maybe two shortlisted candidates and you are wondering what package to offer him or her. What do you next? State the package on offer? Ask what her current package is? Contrarian thought of the day. Ask her what base salary she would like to...
Negotiations – A Checklist to Improve the Odds

Negotiations – A Checklist to Improve the Odds

There are a million books on negotiation but busy executives don’t need a book, they need a cheat sheet! I offer these tips based on buying & selling businesses, negotiating with unions, negotiating with venture capitalists, turning around a software group and...