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Twenty Four Standard Causes of Human Misjudgement

Twenty Four Standard Causes of Human Misjudgement | cooperative intelligence | Scoop.it
A great post on Metafilter turned me on to "Twenty Four Standard Causes of Human Misjudgement," a classic 1995 speech by Charlie Munger
Ellen Naylor's insight:

Classic 1995 speech by Charlie Munger (much cited, and transcribed here in PDF)

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Ellen Naylor's comment, March 7, 2013 2:14 AM
http://www.rbcpa.com/Mungerspeech_june_95.pdf the speech transcript.
cooperative intelligence
Cooperative intelligence is sharing and caring without expecting something in return as in collaboration. You give to give. That's the intention here: give relevant business tips in primary research, competitive intelligence, market intelligence and elicitation.
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Win Loss: A Cooperative Relationship Business

Win Loss: A Cooperative Relationship Business | cooperative intelligence | Scoop.it
Win Loss is a Cooperative Relationship Business: You need to treat people the way they like to be treated throughout the process. It starts with soliciting feedback for the win loss questions from ...
Ellen Naylor's insight:

The relationships in win loss are many: with Sales, the Customers and Prospects, your company departments that need to know, and writing your analysis with sensitivity to company politics.

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How to Avoid Business Blind Spots

How to Avoid Business Blind Spots | cooperative intelligence | Scoop.it

Via Daniel Watson
Ellen Naylor's insight:

I like how James Kerr suggests ways to shake yourself up a bit and get out of your daily patterns to become more aware of personal blind spots as a way to become more aware of your company's business blind spots. I take breaks to do something totally different like play the piano, paint a wall, do the dishes while staring at our Pike's Peak view. I think that's why we come up with great ideas while taking a shower or a walk. I also like his suggestion of getting people to express their own opinion, not that of the group to prevent blind spots.

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Jeremy Barton's curator insight, September 29, 11:49 AM

The real message here as I see it is: We see what we expect to see

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Naylor's Mailer: The Role of Stress in Win Loss

Naylor's Mailer: The Role of Stress in Win Loss | cooperative intelligence | Scoop.it

Lots of scoop to improve your win loss campaign & favorite competitive intelligence links. Subscribe and download a relevant CI and marketing list of 160+ books with Amazon links. 

Ellen Naylor's insight:

Improve your win loss campaign with a link to a "how to win loss" presentation; a win loss template & favorite competitive intelligence links.

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5 Steps to Execute Real Competitive Intelligence in Your Business

5 Steps to Execute Real Competitive Intelligence in Your Business | cooperative intelligence | Scoop.it

Competitive intelligence and analysis is often considered the domain of the largest companies that can afford outside consultants or a department dedicated to that task.However, competitive intelligence is just as important for the small and medium-sized business.  Understanding your competitors and being ready for their actions is part of every executive’s job in the smaller business.  Often it is the marketing function that takes the lead on creating the discussion and developing whatever documentation is required.  Following these simple steps will put you in a good position to be aware and react to competitive actions and avoid “business blind spots.”


Via Bonnie Hohhof, No Boxes
Ellen Naylor's insight:

My favorite tip is to watch out for your blind spots. All size organizations can benefit from this. 

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Andrew Wiltshire's curator insight, September 15, 5:53 PM

And its so easy to do these days using some of the latest social media monitoring tools. Need help getting started?

No Boxes's curator insight, September 16, 7:18 PM

Competitive intelligence; just as important for small businesses as for large corporations.  #business

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Fuld + Company | What is Competitive Intelligence?

Fuld + Company | What is Competitive Intelligence? | cooperative intelligence | Scoop.it
Competitive Intelligence is the process of ethically gathering and refining information enough so that it can be used to make a strategic business decision.
Ellen Naylor's insight:

I like this infographic depicting what competitive intelligence IS and ISN'T, and competitive intelligence 2.0, an evolution of 1.0, which acknowledges the digital world of collection beyond the world of Google searching, yet maintains the critical thinking by human beings at the forefront. What do you think?

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Pixar: Physical Space as an Instrument for Innovation and Collaboration

Pixar: Physical Space as an Instrument for Innovation and Collaboration | cooperative intelligence | Scoop.it
Point: Design physical spaces for unplanned collaborations that spark creativity.Story: One place to look for advice on designing physical spaces for creativity and collaboration is Stanford’s design
Ellen Naylor's insight:

Competitive intelligence often focuses on the external environment, and compares it to your company's internal competencies. Your employees are your competitive advantage. Creativity among your employees can be encouraged by space planning. Often overlooked. 

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Your Two Biggest Competitors in B2B Tech Markets

Your Two Biggest Competitors in B2B Tech Markets | cooperative intelligence | Scoop.it
Competition is a funny topic.   When I talk to Gartner clients about competition, I usually get a list of specific companies that do similar things to the client (unless they go with the “We have no competition” angle).

Via Bonnie Hohhof
Ellen Naylor's insight:

We competitive intelligence professionals are often fixated on competitors, when often enough our company's biggest competitors are the status quo of our customers as well as their budget competition for other projects. Interesting. 

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Mary Gravitt's curator insight, August 11, 10:00 AM

#B2B #Leadgenerations #Marketingappointmentsetting

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Want People to Support Your Ideas? Conquer Their Fears

Whether you have a new idea, innovation, or change effort, you'll need to overcome people's anxieties. The key? Understanding psychology. 

One of the biggest challenges of innovation and leading change is presenting ideas in a way that overcomes people's anxieties and resistance to change. If you want support for a new change, innovation, product, process, or strategy, you need to understand the psychology behind this resistance--the fears, concerns, and worries that keep people from embracing change.  Here are four of the key reasons people (including employees, board members, and others) resist your ideas:


Via Bonnie Hohhof
Ellen Naylor's insight:

We often recommend changes from our research, #win/loss analysis and competitive intelligence findings. Using psychology, anticipating their fear and turf shift, is important when presenting our findings and analysis. Being prepared for this resistance is often overlooked by analysts, and can undermine your credibility. 

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Karen M. O'Keefe's curator insight, July 31, 8:37 PM

I recommend my clients employ these concepts to resolve commercial disputes as well.

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Eight Power Networking Tips to Make More Meaningful Connections

Eight Power Networking Tips to Make More Meaningful Connections | cooperative intelligence | Scoop.it
You've heard it a million times: Career advancement is as much about who you know as what you know--and that's exactly why being an effective networker is so important. Here are eight tips from power networkers that go beyond schmoozing to expand your professional circles.
Ellen Naylor's insight:

Most of these tips can also be used to qualify, grow and prune your network in market research and competitive intelligence. I love the connection to Keith Ferrazzi's book, "Never Eat Alone." Also tips on deepening your network connections, often forgotten in the social media space.

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10 Small things you can do every Day to get Smarter

10 Small things you can do every Day to get Smarter | cooperative intelligence | Scoop.it
Intelligence is a work in progress. Maximize yours with these quick and simple daily habits.

Via TechinBiz
Ellen Naylor's insight:

As business people, regardless of your field, keeping yourself smart and alert is a competitive advantage. My favorite tips: having smart friends and taking some downtime. 

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Corporate Visions Survey Finds Only Half of Salespeople Feel Prepared to Create New Sales Opportunities | Sales Training and Marketing Consulting - Corporate Visions

Corporate Visions Survey Finds Only Half of Salespeople Feel Prepared to Create New Sales Opportunities | Sales Training and Marketing Consulting - Corporate Visions | cooperative intelligence | Scoop.it
Ellen Naylor's insight:

Pretty sobering that salespeople feel so ill prepared for sales opportunities. Companies need to invest in more relevant training and in providing their salesforce competitive intelligence. 

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Competitive Intelligence Jobs | LinkedIn

Competitive Intelligence Jobs | LinkedIn | cooperative intelligence | Scoop.it
Apply to 9,892 Competitive Intelligence jobs on LinkedIn. Sign up today, leverage your professional network, and get hired. New Competitive Intelligence jobs added daily.
Ellen Naylor's insight:

Want to track competitive intelligence jobs on Linked In. Check out this link. 

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Are You The One Executive Out Of Ten Who Isn't Clueless?

Are You The One Executive Out Of Ten Who Isn't Clueless? | cooperative intelligence | Scoop.it
If you ask executives whether they study the available data before making an important decision or just shoot from the hip, it's likely that just about every one will say they take the data-driven approach. A study reveals the fascinating truth: decision-makers do indeed look at the data, but only [...]
Ellen Naylor's insight:

It's interesting that most executives don't just rely on their gut, but if data doesn't support their gut, they look for supporting data or rejigger the analysis. Intuition is so important, yet we all have blinders and data helps remove them. 

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The New Supercompetitors

The New Supercompetitors | cooperative intelligence | Scoop.it
Companies that realize the power of their capabilities can shape how industries evolve.
Ellen Naylor's insight:

Longish article, worth the read. Many in competitive intelligence spend too much time monitoring and not enough time analyzing and taking action. Love the questions in this article to strategically analyze the positioning and strength of your competitors:


  • Are the leaders in your industry different from those of 10 years ago? Are old winners in trouble, while upstarts ascend to positions of major influence?
  • Are companies gravitating to distinctive ways to play, with only a few enterprises succeeding in each?
  • Are today’s leaders and rising stars competing in ways different from those of the leaders of the past? Are integrated or conglomerated players breaking up?
  • Is the success of the top competitors in your industry attributable to their capabilities, as opposed to their assets or product portfolios?
  • Are the key capabilities of the leading companies in your industry scalable? Could they be expanded without dramatically increasing their costs?
  • Is there a high level of differentiation relevance—that is, a large number of customers who would care about the differences among products and services that derive from these capabilities?
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How Not to Unwittingly Reveal Company Secrets

How Not to Unwittingly Reveal Company Secrets | cooperative intelligence | Scoop.it
What are you really revealing when you tweet?
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In today's social media crazed world, beware of how easy it is for employees to share too much.

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7 Ways Competitive Intelligence Pros Can Keep Their Mind Sharp

7 Ways Competitive Intelligence Pros Can Keep Their Mind Sharp | cooperative intelligence | Scoop.it
Competitive intelligence pros, take notes! Here are a few things we can all do to workout the mind...
Ellen Naylor's insight:

Love this angle on maintaining your brain through what you eat, physical activity, getting enough sleep, etc. I love the tip on socializing to keep those dendrites expanding. As CI professionals, we can stimulate those by interacting often with our contacts by telephone, SKYPE or in person instead of resorting to email and other written means. I would add taking quiet time out, and getting grounded. This has helped my CI skills immeasurably in the last year, as this helps me manage stress, especially through breathing exercises and daily meditation. What do you do to stimulate your brain?

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The Lips Don't Lie

The Lips Don't Lie | cooperative intelligence | Scoop.it
What our lips reveal about us - even when lying!
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Lips shapes and postures don't lie unlike the words that one might utter out of those lips. Great read by Joe Navarro. 

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The 15 Biggest Body Language Mistakes To Watch Out For

The 15 Biggest Body Language Mistakes To Watch Out For | cooperative intelligence | Scoop.it
Until we get to know someone, our brain relies on snap judgements to try to categorize the person, predict what they will do, and anticipate how we should react. You may have heard that you only have
Ellen Naylor's insight:

You also need to know the person well enough to understand their body language. For example, while crossing arms is thought make you look defensive, I do it a lot when I am thoughtful, also when I am cold. When I am thoughtful, I am often listening very attentively. 

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My Favorite Competitive Intelligence Articles this Week

Here are my top 3 articles for this week in competitive intelligence:The Top 5 CI podcasts for Bid Professionals These are podcasts with August Jackson and various competitive intelligence industry
Ellen Naylor's insight:

August Jackson's 39 podcasts are a rich repository of competitive intelligence. I had forgotten about them. 

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Update: Books on Analytic Tools for Competitive Intelligence

Update: Books on Analytic Tools for Competitive Intelligence | cooperative intelligence | Scoop.it
This is an update of books on competitive intelligence tools and techniques from a 2009 blog. Analysis Without Paralysis was updated in 2012 and now includes 12 techniques, 2 more than the first ed...
Ellen Naylor's insight:

There seems to always be demand for books with analytic tools and techniques. Babette Bensoussan and Craig Fleisher have written 3 books and most recently updated Analysis without Paralysis. 

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Competitive Intelligence Sources: Stay Ahead of the Game

Competitive Intelligence Sources: Stay Ahead of the Game | cooperative intelligence | Scoop.it

A question that frequently comes up on different competitive intelligence forums is what are the best competitive intelligence sources. While this of course depends on your industry and your company goals, we have put together the following comprehensive list to help you stay ahead of the game..


Via Bonnie Hohhof
Ellen Naylor's insight:

This is a good start of what to monitor digitally about your competition, and gratefully includes human intelligence, the last on the list. 

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Afrikasources's curator insight, July 31, 5:07 PM

Develop and mine your own sources

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Great CEOs Keep Rivals Close

Maintain an edge over your competitors by building up intimate knowledge of how they think and act. If you were to box, wrestle, or race an opponent, you would get to know your competition's moves, weaknesses, tells, and strengths. Business is no different. Before starting a company, great CEOs study their rivals until they're able to predict their decisions and how their moves will affect the market. Leonard Fuld, president and founder of consulting firm Fuld & Company, interviewed current and former CEOs from a variety of industries. He writes in Harvard Business Review about the four distinct strategies executives use to outmaneuver their rivals. Below, check out the methods Fuld discovered.


Via Bonnie Hohhof
Ellen Naylor's insight:

Short, excellent article on how to track your competitor's leaders, and how to take effective action to maintain your company's competitive advantage at the executive level. Don't mimic the competitor. Look for their weaknesses and build your strengths where they are weak, and protect your assets that they might go after, such as your sales force.

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Plenty of programs teach speaking. Now, some executives are being training in listening.

Plenty of programs teach speaking. Now, some executives are being training in listening. | cooperative intelligence | Scoop.it
Listening has become a rare skill. But it is possible to improve your ability to get the most out of a conversation.
Ellen Naylor's insight:

A great article on listening, which is gives great tips for anyone doing collection, interviewing for a job or even in your personal life. A 2006 study of college students showed they spent about 24% of their time listening to others face to face or in groups, down from 53% in 1980. I imagine this is also why many people aren't good listeners. We get less practice, and unfortunately society often rewards clever speakers. 

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No Boxes's curator insight, July 24, 4:51 PM

A million thanks for sharing this article @Ellen Naylor  This is huge a "fundamental" need in both business & personal settings.  Not listening quite often equates with not caring.  

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9 Body Language Tricks to Improve Your Negotiation Skills

9 Body Language Tricks to Improve Your Negotiation Skills | cooperative intelligence | Scoop.it

Strong negotiation skills are hugely advantageous throughout one’s life, from the boardroom to the bar. These skills largely rest on your ability to back up your words with physical actions that exude openness, honesty, and confidence. This fosters trust and increases the other party’s desire to react cooperatively and reach agreement.

According to psychologists and a recent study from language experts Gengo, body language and non-verbal communications has a greater impact in a discussion than the actual words that you say.


Via Vicki Kossoff @ The Learning Factor
Ellen Naylor's insight:

Also some great tips for competitive intelligence collectors at trade shows. Or those in Sales and Marketing. And don't forget they're reading your body too. 

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Carol Sherriff's curator insight, July 7, 4:30 AM

Useful tips - remember also if negotiating with a client or helping a group negotiate an agreement, step 1 know your own bottom line - what is the base of a settlement that you are not prepared to go below, step 2 put yourself in the other person's shoes and identify their bottom line (if its appropriate ask them), step 3 go for win-win where both of you get bottom line plus

Elizabeth Alfaro's curator insight, July 7, 3:49 PM

Nuestro cuerpo también expresa, deberíamos saber cómo usarlo a nuestro favor. 

Courtney Rieck's curator insight, July 9, 1:31 AM

I enjoyed reading this article, it gave me some knowledge on how to negotiate with people. I believe further in life this will become valued knowledge.

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How to Read Body Language - BrandonGaille.com

How to Read Body Language - BrandonGaille.com | cooperative intelligence | Scoop.it
Universal expressions and common body language positions that communicate certain messages to others.
Ellen Naylor's insight:

In this increasingly digital world, I feel I don't get enough practice to read the body. Makes me realize how easy it is to misinterpret people's intentions when just reading, and how much more valuable seeing the face/body is versus even the telephone. 

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