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Negotiating a Win/Win

Tuesday, August 6th, 2013

Most people fail to properly prepare for a negotiation and whilst they may get away with it on occasion, they can often come short on the deal. Recently I was negotiating with a good client of our company. We had both given ground, but we had reached a point where what he was asking for I [...]

The Silent art of negotiation

Friday, August 2nd, 2013

As someone who teaches others to negotiate, the spotlight is always on when I’m asked to help someone with a negotiation as they always have ridiculously high expectations that some how I’ll be able to pull off some amazing deal. I had such an occasion recently when I was asked by my partner [...]

Is the ‘past’ relevant in business today?

Wednesday, November 30th, 2011

As humans we often look to ancient biblical references for inspiration – something to remind us of values and behaviours born in another era, that deep down we so often crave in today’s busy and complex world. So imagine my delight when the biblical ‘tipping point’ (as Malcolm Gladwell [...]

Mind control – Unleash Your Creativity

Wednesday, November 16th, 2011

Someone I recently met on a creative thinking course told me that they used to be super-creative person, but have lost much of that through the years. That got me thinking. Why is it that we start life with our minds and hearts overflowing with crazy notions and wild ideas, only to see our creative [...]

How do you drive performance improvement?

Monday, October 10th, 2011

In our daily work we are often cornered by our clients to help them with staff motivation issues; “What incentive will drive our staff to perform?” There is a performance issue for sure. The typical management response is to bribe them to work harder, faster, better by setting up an [...]

Beyond an employer / employee transaction – how to attract and retain brilliant talent

Tuesday, September 13th, 2011

It takes much more than an attractive salary to attract and retain the talent you need to drive your enterprise to ongoing prosperity, writes Richard Wentworth of Wentworth Training. In many industry sectors, especially the professional, white collar market, Australia has been at near full [...]

Motivating Performance

Tuesday, September 6th, 2011

I went to a funeral once. It was beautiful. I was moved by just how much emotion people were able to muster when describing their gratitude to the one they had lost. It fascinated me that under times of extreme duress and turmoil we are indeed able to be “emotionally intelligent” – which I [...]