About Brownlee & Associates S.L.
- About Brownlee & Associates, S.L.
- Choose YOUR Communication & Negotiation Mentor Wisely.
- Collaboration with Dr. Bruce Hilliard
- Course: Storytelling for Medical Specialists –
- Course: Using storytelling in a business context
- Ian Brownlee – Professional Background
- The Art & Science of Presentations in Medical Congresses
- Do NOT think about a Pink Elephant!
- Beware of interpreting Non Verbal Communication: You might be wrong!
- The use of percentages when talking to patients: some advice for doctors.
- Should we try to “Cheer up” patients?
- Say “Goodbye” to Bullet points. Say “Hello” to Transmediation (and Effective & Memorable Communication).
- O.K.? You with me? Verbal Validation Markers in Oral Communication.
- International Presentations: Top-Down or Bottom-Up?
- Outside-in Vs Inside-out Communication.
- Dealing with Trolls on LinkedIn
- Instant Rapport Right from the Start.
- Using Psychology & Neuroscience to End a Presentation.
- 10 Reasons to Retire the Traditional “Company Presentation”.
- Beating the “Upward Communication Data Loss” Problem.
- 5 Easy Ways to Discombobulate a Presenter.
- Criticism vs Feedback : They are NOT the same!
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Category Archives: Negotiation
One of the interesting things about the human brain is that it often does the opposite of what we actually wanted to do. This can lead to unexpected and unwanted surprises. One of the most common problems that I see … Continue reading
The objective of this article is to draw attention to a commonly found error in the analysis & interpretation of Non-Verbal Communication so that it can be avoided in the future. This article is not designed to provide the reader … Continue reading
I am pleased to announce that I have had my very first vitriolic and infantile post on linkedIn from a supposed professional in the area of negotiation. This person does not know me and, as far as I know, has … Continue reading
– Ensuring The Decision-maker get ALL the information – One of the greatest problems we can have is business is to ensure that we reduce the possibility of “Upward communication data loss”! All too often, it appears that the senior … Continue reading
In general, the purpose of an interview is perceived as being to obtain information from one person by another person who asks a series of questions in a logical sequence to reach a specific objective. This definition might equally be … Continue reading
In this article, I am working on the premise that prior to the negotiation stage of any deal, there is an initial selling stage: in other words, first there has been some sort of “sales” process – whether it is … Continue reading
“A genius is capable of making the complex simple. An idiot is capable of making the simple complex!” Having been involved in communication skills training for many years, I am constantly amazed at the general lack of knowledge about how … Continue reading
Mike is the new leader of an international virtual team and in his first meeting with team members, he discovered that he had a team member who appeared to resist every suggestion made by other members of the team: this … Continue reading
For many thousands of years, human beings have looked at the hands of people approaching them to see if they are holding any kind of weapon or instrument that could possibly cause injury or death. It is instilled in our … Continue reading
Whether we are going to make a presentation to colleagues or potential clients, preparing for a training course, about to enter into a negotiation or start an international meeting, one thing that they all have in common is that there … Continue reading
It is common in many marketing, sales or training courses and in most businesses to hear people talking about how to meet the Needs and Wants of the customers / clients / learners. However, if we focus only on these … Continue reading
You have been asked to organize an in-company negotiation skills training programme for your organization or are looking for a course for yourself and have discovered that there are many providers all offering courses that appear to be exactly the … Continue reading
It constantly amazes me that many presenters do not know, or choose not to use, one of the best psychological techniques available to elegantly convince their audience of the value of what they are proposing. Instead, many presenters use a … Continue reading
This is a greatly reduced and edited version of a negotiation carried out in Spain using the Harvard University PON model. Certain details have been changed to preserve the confidentiality of the client. Definition of Dovetailing: Something that is low … Continue reading
One highly useful psychological technique that both trainers and managers should remember & use much more is that of the Primacy – Recency Effect. What is the Primacy – Recency Effect? The term Primacy & Recency Effects are used in … Continue reading
In Brownlee & Associates (B&A), we use videotaping – on DVDs – in almost all of our courses: Presentation skills, Sales, Negotiation, Advanced Communication, etc. We normally do NOT review and comment on the trainees videotapes individually and give detailed … Continue reading
The Use of Hypnosis in Negotiation. As a hypnotherapist who, over 25 years ago, moved into the area of negotiation & Communication , I have become more and more aware that most negotiators tend to focus almost exclusively on their … Continue reading
Brownlee & Associates are pleased to announce access to our bilingual (English & Spanish) Communication and Management Mentoring Service to new clients. In order to provide more details about Mentoring we have prepared this short guide for you. 1. What … Continue reading
One element often overlooked in negotiations is that of Dovetailing: Finding something that is LOW cost for you and HIGH value for your interlocutor or HIGH value for you and LOW cost for them. A real example of this has … Continue reading
1. Entering into the negotiation without a structured, exhaustive and complete preparation; documented & written. 2. Forgetting that their problems are also yours. If your interlocutor has an unresolved problems, how can you expect him to accept your proposal & … Continue reading