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Listening Biases: how we restrict opportunity
Sunday, 15 Jul, 2018
Listening Biases: how we restrict opportunity

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing. I asked the young woman next to me how to start the damn thing as it wasn’t obvious. Here was the conversation:
SDM: Where’s the start button on this thing?
Woman: Over there. You’ll want to start on 2.3 miles and…

Addressing Diversity Through Listening
Monday, 18 Jun, 2018
Addressing Diversity Through Listening

Diversity is vital, yet often difficult to attain due to barriers of communication and biases, making assimilation complicated.

Assumptions: Why Being Right Is Wrong
Monday, 4 Jun, 2018
Assumptions: Why Being Right Is Wrong

We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.
Monday, 21 May, 2018
The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending..

Making Negotiation Win-Win
Monday, 9 Apr, 2018
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

Questioning Questions
Sunday, 1 Apr, 2018
Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers.