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The Art of Influencing People
It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? Engagement I have found success has come by deploying one specific tactic...
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
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...Acquisitions Part 4 – Negotiate Price & Structure
In Part 4 of my series on Acquisitions the emphasis is on negotiating a deal and ensuring you really understand how you will manage the acquired business. The Acquisition Approvals Process is a six phase process covering: strategy, identifying targets, target contact...
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...Operational Excellence For Exits
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