Brilliant Influence

05Aug 2015
Silence 700x400

In my last article about gravitas, I talked about the importance of slowing down and, ultimately, of stillness. Let’s extend that idea a step further. We recognise gravitas when we encounter a set of attitudes and behaviours that conform to our expectations of authority, credibility and wisdom. What makes gravitas does depend, to a degree, […]

20Nov 2012
The Treasurer November edition features my article:

November’s copy of The Treasurer is out. �This is the professional magazine of the Association of Corporate Treasurer’s and the editor invited me to write an article about negotiation. �You can read a version of my article below, or click the image to download the article as a pdf.   The need to negotiate is […]

12Jun 2012

In a fascinating paper* by Assistant Professor Marlone Henderson at the University of Austen, he shows that you will get a better result from your negotiations when you move further from the person you are negotiating with. Henderson compared negotiators miles apart with those who were only a few feet away. When the negotiators were […]

20Mar 2012

“Both” say researchers Melanie Dempsey (of Ryerson University) and Andrew Mitchell (of the University of Toronto). Their 2010 study* had three stages. Stage 1 They exposed experimental participants to hundreds of screen images.� Among the images were images linked to two invented brands of pen.� One brand was designed to be far superior to the […]