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The suicide rate for both men and women approaching retirement age (55-64 yrs) has risen by over 50% in the last 10 years. Why this group? Baby boomers – of all groups. The great promise of reward for effort is deserting some of us. The need to adapt is an evolutionary imperative, but some are reaching […]

What do we expect from our leaders? What we too often see however are values in compartments – universal values that apply here, but not over here, or not there; to me but not to you – neat ways of dismantling conscience. We are tired, are we not, of watching senior directors walk away from […]

There is never just one need. There are always more. The milk-run salesperson accepts the first one that appears, tries to meet it and moves on. Busy right? Lots to do. Efficient. Except they don’t learn anything. Without learning, a salesperson is at the mercy of the market. The successful salesperson moulds the market, and […]

Negotiating instinctively – inspiration, blind habit or recklessness? Being unaware is negotiating death. Instinct feels right, feels free, feels unpredictable, but there is no escaping a pattern. There is no such thing as no technique. Personality styles mean there is a pattern in there somewhere. Gut-feel negotiators can often ‘read the play’ on the back […]

Whilst competencies describe behaviours a company wants, none of them describe the human engine-room that powers their use. Mental health awareness is reminding us of first principles. If we’re not mentally healthy, corporate competencies are irrelevant – they are not available to the person trying to apply them. Behavioural competencies were designed to measure the […]