The positional negotiation focused on price follows a dynamic quite similar to the one represented in the cartoon. Under what circumstances does it arise? Two people, seller and buyer, confront each other to exchange a product (physical or not) for money: the value at which the exchange takes place is fixed through subsequent positions taken […]

There is a widespread perception that highly talented people may not work hard to get results; or even not work at all. Is this true? Is it always true? Now let me tell you something that, at least partially, surprised me. In the early 1990s, psychologist K. Andeers Ericsson and two colleagues completed a research […]

Let’s go through an exercise. Take a sheet of paper and a pencil. Now write your definition of the concept of competence: What is it? How would you explain it to someone who has no idea of what it might be? Can you describe it as easily as you talk about it? Try it for […]

Situations like the one in the cartoon are quite common, especially in organizations where the culture of blame has deep roots. Situations that make us ask a few questions: Why are we so afraid of error? Can make mistakes, in certain circumstances, have advantages? How can we transform error into a learning opportunity? In this […]

No, if you are a woman you can’t be a leader! You don’t believe that? This article will change your mind. Researchers at the Technische Universitaet in Munich conducted a study (started in January 2011 and concluded in 2014) entitled “Selection and Assessment of Leaders in Business and Academia“, aimed at examining how leaders in […]

In 1980, musician Abbie Conant was at the beginning of her career, playing the trombone at the Teatro Regio in Turin. At that time she decided to apply to other orchestras, 11 to be precise, all over Europe; she received only one response, from the Munich Philharmonic. “Dear Mr Abbie Conant”, began the letter. In […]

Captain, we’ve been waiting for a landing for over an hour and I have a feeling we’re running out of fuel. Beg your pardon? The fuel, Captain, according to the fuel gauge we have only a few minutes left. Shall I request an emergency landing? A few minutes? Maybe… We’re fallinggggggg! What I have reported […]

Have you ever experienced a feeling of discomfort in maintaining your opinion when everyone around you has a different view? No? Good for you! But if you have felt embarrassed at least once, you should be aware that it has been a difficult experience for many others. Anyone who tries to manipulate our thinking goes […]

Do you find the scene in the cartoon strip completely new? Good for you! The situation is quite common, mainly because dealing with objections is complicated: they often hit us like a punch in the stomach. The temptation to shift the responsibility onto others is always lurking… The circumstances in which we have to deal […]

It happens pretty often that we want to generate a change in a problematic situation, and the reasons can be the most diverse, personal or professional. Changing jobs, buying a house, changing cars, quitting smoking, managing time differently, changing partners, changing business strategy, having a child, making a significant investment. The above are situations that […]