Sink or swim

11 March 2011
17 March 2011 | Simon Buzza

The Royal Marines Commandos can teach 
us a lot about how to achieve victory at the negotiation table, says Simon Buzza

Sceptics will say “we are not in a battle situation”, but there are comparisons to be made with this elite fighting force. Many companies compete on the commercial battlefield, with insufficient time, resources and information against determined opponents in fierce win or lose contests. They have to plan and execute commercial operations, defeat the competition and lead their forces using all the tactics and strategies available to them and where the risks of failure are potentially catastrophic. It is livings, rather than lives, at stake in business negotiations but the combat can be equally ferocious.

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