Stuffed BATNA with all the trimmings, please! by Alistair Grant
A full helping of BATNA may be just what you and the UK need this coming year BATNA is an ugly acronym, perhaps conjuring up
December 22, 2017
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Illuminating negotiating, by Richard Keith
After Alastair’s mainly philosophical article, here are some more practical tips for the thrust and parry of negotiating. Some have argued that life itself is
August 16, 2016
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The Fourth Doll, by Alastair Grant
In 2007 I wrote an article on negotiation based on idea of the three Russian Dolls. But I now think there is a fourth one.
August 16, 2016
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Three Dimensional Emphasis
By Ewan Pearson One thing that makes a good voice stand out from an average voice is in how the speaker uses their voice to
January 23, 2014
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"speak up" articles
I object!
We handle objections all the time both at work and at home. But how skilled are we at handling them and does it matter anyway?
October 31, 2013
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The total opposite or total opposition?
By Guest Author Andrew Richards Why don’t people mean what they say? Why do they so often speak ironically, in riddles, or with double meanings?
March 26, 2013
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"speak up" articles
Push or Pull – what influencing technique should we use?
Push or Pull – what influencing technique should we use? See also Desmond Harney’s article in Journal 78, Autumn 2021: Optimising Persuasive Impact: Pull AND
December 26, 2012
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Difficult conversations made a little easier
By Tim Farish Most of us, if we’re honest, put having difficult conversations near the very bottom of our to-do list. If you’re like me
October 26, 2012
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