SP JAIN'S EVENTS

Most people have grown up listening to the story of the hare and turtle. It is a fable about a race between two animals who could not have been more mismatched in terms of speed and agility – on one side is a hare which is renowned for being lightning quick on its feet, and on the other side is a turtle, a animal that has the unfortunate distinction of being the slowest animal on four feet.

Topics: Global Family Managed Business, Faculty, SP Jain School of Global Management, Thought Leadership

A young man, not very interested in the ‘boring, traditional’ family business, decided to strike out on his own and take up a job in a trendy tech company. Now his reasoning was that he would earn only around 25 thousand here, but at least he would be part of a trendy corporate culture, and hang out with the ‘cool’ crowd. So he started work, and with the first salary he got, decided to take his entire family out to dinner. His father had painstakingly built up the family business, and had been dreaming of passing it on to his son, dreams which were now dashed. Nevertheless, he put on a smile and went along, seeing how proud his son was to be taking out his family for a treat, with money that he and he alone had earned.

Topics: Global Family Managed Business, Faculty, SP Jain School of Global Management, Thought Leadership

One of the constant refrains we get to hear from heads of business families nowadays is that there is no ‘fun’ in the business anymore. These gentlemen, typically in their late 40s or 50s, talk nostalgically about the ‘good old days’ when there was easy money, fun, excitement, and a sense of adventure in doing business, which is just not there anymore. Now what do they mean when they say this? They are actually referring to all the problems they are facing in running their business, whether it is ‘recession’, not getting good employees, or clients not paying up on time etc.

Topics: Global Family Managed Business, Faculty, SP Jain School of Global Management, Thought Leadership

In these times when ‘crony capitalism’ and ‘suit boot ki sarkar’ are terms that are easily bandied about, it is a common perception that business is all about greed, and businessmen are a selfish lot, looting the rest of us to fill their own coffers. I beg to differ. I contend that business is as noble an endeavour as any, and is, in fact, social work. Let me illustrate my point with a story.

Topics: Global Family Managed Business, Faculty, SP Jain School of Global Management, Thought Leadership

One very important parameter of negotiation is psychology. Whenever two sides negotiate, it is never two individuals, and never two organizations, but always two psychologies. The psychological mindset of an individual is extremely important in a negotiation.

Topics: Global Family Managed Business, Faculty, Thought Leadership

One of the biggest confusing words, along with Negotiation, is Bargaining. Some authors have defined bargaining as being synonymous with negotiation. However, I always tell my GFMB class at SP Jain how bargaining is very different from negotiation.

Topics: Global Family Managed Business, SP Jain School of Global Management, Thought Leadership

As a negotiator, I am sure you would have always thought that the outcome of every deal should be in your favour. Well, there is nothing wrong to think that way, but there is a gap between expectation and reality.

Topics: Global Family Managed Business, SP Jain School of Global Management, Thought Leadership

In a business to consumer (B2C), negotiation is very different from marketing and selling. The primary difference is that Marketing is about making people aware of the product, services, or business, whereas Selling is to convince the other person to buy your product or service. Negotiation normally succeeds selling, because once a customer has agreed to buy the product or service, then issues about price, payment terms, delivery, quantity, and others will surface, which are negotiable.

Topics: Global Family Managed Business, SP Jain School of Global Management, Thought Leadership

Remember why you started your small business in the first place? If you’re like most entrepreneurs, it was because you wanted freedom – to be the master of your own time and most likely to make more money. You wanted to be happier and to do work that you loved.

Topics: Global Family Managed Business, Singapore Campus, Dubai Campus, SP Jain School of Global Management, Leadership & Entrepreneurship, Thought Leadership