This week, Templar’s Niels Jensen delves into loss aversion and how you can achieve success in critical interactions by identifying and prioritising your customer’s pain points.
Value sometimes means saying ‘no’, and this can go a long way in building long-standing relationships. This serves as a great reminder about not being afraid to lose business in the short-term to win in the long-term.
In your relationship with other people, do you take into consideration how they may feel about what you do and say to them? Can you read people well and approach them in ways that generate the best outcome for them? Do you make sure that everybody agrees and is happy with your decisions? Effective leaders need the right amount of Interpersonal Sensitivity. Too much, and they’ll compromise the team’s objectives; too little, and they’ll demotivate their followers.
We’ve observed and advised dozens of pitch and review meeting rehearsals and far too many focus exclusively on data and rational evidence. Of course these are vital: but also necessary is an understanding of psychology and decision making on the other side of the table. This component becomes more important as the number of strategies proliferates and competition intensifies.
Research and our observation through working with many senior individuals suggests that one of the factors affecting the gender pay gap is women’s tendency to not negotiate their salaries and avoid asking for pay rises. Carolina Perez Sanz sits down with James Patrick and Pierre Morgan-Davies in a Q&A about the differences between men and women when negotiating.