# Executive Education | LBS

Data: 11-01-2025 21:37:18

## Lista de Vídeos

1. [Executive Education women’s scholarships | LBS](https://www.youtube.com/watch?v=7TTaOH3FDjI)
2. [High performance people skills for leaders | LBS](https://www.youtube.com/watch?v=duvkq7pWE6E)
3. [Sustainability leadership and corporate responsibility | LBS](https://www.youtube.com/watch?v=lXbMJXFCoIs)
4. [The art of negotiation: Six must-have strategies | LBS](https://www.youtube.com/watch?v=uKbcmlKb81c)
5. [Discover the importance of an open mind | LBS](https://www.youtube.com/watch?v=06L1A7QNllg)
6. [Accelerated Development programme | LBS](https://www.youtube.com/watch?v=pQCueyBTj_g)
7. [Senior Executive programme | LBS](https://www.youtube.com/watch?v=FMJHH2gRkTg)
8. [Data Science for Business Intelligence | LBS](https://www.youtube.com/watch?v=SPFuxQI61Jc)
9. [Certificate in Management | LBS](https://www.youtube.com/watch?v=1zv0HoqlLrg)
10. [HR Strategy in Transforming Organisations | Executive Education Programme](https://www.youtube.com/watch?v=WE69fF_5sFs)
11. [LBS Online](https://www.youtube.com/watch?v=MlbmAi4_Cgs)
12. [Eurapco Executive Programme](https://www.youtube.com/watch?v=XRIClc5uUTg)
13. [Gary Hamel on The Organisation of the Future](https://www.youtube.com/watch?v=R0C8R38Apb4)
14. [Leading the Family Office | Executive Education | LBS](https://www.youtube.com/watch?v=GjwNjaqcff4)

## Transcrições

### Executive Education women’s scholarships | LBS
URL: https://www.youtube.com/watch?v=7TTaOH3FDjI

Idioma: en

I am delighted to share with you that we
are launching for the first time ever a
series of scholarships for women who are
at a significant inflection point in
their career and who are looking to
equip themselves with the tools skills
and mindset to take that next step the
scholarships we offer are for our senior
executive program our accelerated
development program and our new and
groundbreaking women in leadership
program we've seen a lot of progress for
women in the workforce but much remains
to be done you know on the one hand we
see many more women stepping up to quite
senior roles in the entrepreneurial
space in corporate management in all
kinds of leadership roles many more are
visibly taking charge on the other hand
we still see way too few women in
mission-critical roles at those senior
levels with the strategic assignments
with the big jobs that then continue to
lead all the way up to the top there's
where we still need to make progress the
scholarship initiative at London
Business School is a fantastic
opportunity for women from all around
the world from different sectors and
different backgrounds to benefit from
such an amazing learning experience
I wanted to do the women Leadership
Program because it just came at the
perfect time for me in my career a quote
that I will never forget it was what got
you here won't get you there and that
was really powerful for me because
actually it's all about building
networks that are more senior level
being more strategic and about salutely
taking that away with me now at Grant
Thornton I've been on the path to
progress from director to partner and
I've learned a huge amount that I've
carried with me through the process of
promotion we hope you're as excited as
us about this initiative and invite you
to explore these opportunities through
our website or by having a conversation
with us
[Music]
you

---

### High performance people skills for leaders | LBS
URL: https://www.youtube.com/watch?v=duvkq7pWE6E

Idioma: en

in today's ever changing business
climate people skills at the very
core of leadership because in the end
change is about people
if you want to implement sustainable
change you really have to communicate
successfully you have to convince
others you have to bring them along the
high performance people skills for
leaders
program really focuses on how people
understand people
that includes how they understand
themselves but also how they understand
other people the program really is for
executives who need
to refine their professional networks
and who need to work more successfully
with others and also for
high-performance senior
leaders for whom interacting
successfully with others becomes
increasingly important because their
roles
are changing the program focuses first
on
self-knowledge providing you with a
better sense of who you are what you're
good at
what your signature strengths are and
what your areas of development
are also provides you with a sense of
how
you can better understand other people
what makes them tick and how you could
motivate them
the third area is interpersonal problem
solving skills
the skills that you need to communicate
more successfully with others
and to cooperate and work with them more
closely
we have very high level interactions
within the entire group where we develop
ideas
about those people skills that we are
focusing on then we work
in small groups together with
world-class executive coaches
and these are very diverse groups which
bring together participants with
different backgrounds
and this is where we practice those
skills and then at the third level
there is one-on-one meetings where
typically most of the
profound insights about how you want to
develop
yourself take place and that's also
where we design a roadmap for how you
want to go
forward with this change and how you
want to make sure that that's something
you really bring and implement in your
professional life
lbs really is a wonderful place for this
program it's a very vibrant
world-facing place and you will be
meeting a diverse group of
participants who come from basically all
over the world
and work in very diverse industries and
this together produces a mix
that really makes for a unique
experience here at london business
[Music]
school
you

---

### Sustainability leadership and corporate responsibility | LBS
URL: https://www.youtube.com/watch?v=lXbMJXFCoIs

Idioma: en

their role and responsibilities of
businesses society is being challenged
from growing income inequality to the
devastation of the natural environment
and the massive loss of biodiversity
businesses must show that they are part
of the solution not the problem as
organizations face increasing and often
conflicting pressures to address the
environmental social and ethical impacts
of their operations how can they meet
the stakeholder demands while
establishing thriving businesses the
sustainability leadership and corporate
responsibility online program empowers
you as a business leader to
reconceptualize critical global
challenges as sustainable growth
opportunities for your business it
enables you to develop the strategy and
a concrete roadmap to transition to
responsible business with sustainability
issues entering board level discussions
senior leaders need to develop a solid
foundation this course equips you to
identify the key organizational levers
to facilitate change and to effectively
address the demands and expectations of
your key stakeholders
you will learn best practice and
sustainable business tailored for your
context and you will strengthen your
management capabilities to lead your
business into the future the content of
this program is fundamentally based on
the latest academic research including
my own through interactive webinars with
myself case studies and group
discussions with your fellow learners
you'll translate sustainability into
profits for your organization and in so
doing achieve a positive impact on
society at large access an online global
community a powerfully connected network
of future leaders where you'll be
exposed to countless perspectives from
different industries all over the world
and learn how to think not what to take
future-proof your organization and gain
long-term competitive advantage
transition to most
stainable business model which creates
positive social impact and superior
financial results together we can have a
profound impact on the way the world
does business and the way business
impacts the world

---

### The art of negotiation: Six must-have strategies | LBS
URL: https://www.youtube.com/watch?v=uKbcmlKb81c

Idioma: en

so this morning I'm going to be sharing
some you know theory with you so to some
extent I'm glad I have you early where
the caffeine is still kicking in what
we're gonna be talking about this
morning Society of influence and
persuasion and when I say theory the
reason why I say theory is because
there's actually a rich this isn't a
rich area of research there's a lot of
science behind it and I want to share
with you just a little bit of that
science now you know here at lbs we
believe very strongly that there's no
point throwing theory at you if it's
also not simultaneously practical to you
so while I'm gonna be talking about
these ideas of influence and persuasion
and the science behind it simultaneously
I'm going to be giving you tons and tons
of examples right whether it's in the
business world whether it's in the rail
social world just try and make these
ideas come alive and the other thing
about my style of sort of like teaching
and being in front of a class is that I
really don't know what to do if I'm just
hearing myself talk endlessly so I do
hope and expect that you guys will
participate along with me and you know
bring in things that you think are
pertinent as we talk about these ideas
of influence and persuasion so on I
think big picture we all appreciate the
idea of needing to influence people
right so you know many of you guys may
be very senior in your organizations and
yes it may be the case that you can go
around just telling people to do
something but as you may well experience
telling somebody to do something might
result in them just kind of complying
with what it is that you want them to do
which is all fine and good but it
doesn't necessarily result in them being
committed to what it is that you're
thinking about wanting them to do and
the course of action that you're
pursuing um and as a result of that
these ideas around influence and
persuasion are really really key because
they move beyond getting somebody to
just simply comply with what it is that
you're requesting to actually being
truly committed to the course that
you're setting for them such that when
you're not in the room when you're away
at LBS attending a course or at a
meeting in a different organization
these individuals are still doing the
things that you want them to do and that
in some sense is a big reason
we have these ideas and want to think
about these ideas of influence and
frustration and as I said there's a very
very large area of research around this
and I want to share with you just six
basic principles around how it is that
we interact with people right so this
work is really being influenced by a guy
called Robert Cialdini he's a social
psychologist and he he came up with
these ideas these six principles and
thinks of them as a sort of like
interpersonal principles of influence
and that's kind of what I'm gonna be
doing this morning sharing these ideas
with you so if we start off just kind of
at the top and work our way down if we
think about the idea of reciprocity
reciprocity is this very very powerful
sense of that when I do somebody a favor
they feel a compunction to do a favor
back for me in return I'm sure that you
can think of many many instances in your
own lives when when you're trying to get
somebody to do something rather than
just making request after request after
request it may actually be easier to do
them a little favor first
and then all of a sudden they're
actually much more likely to do
something back for you in return right
so in negotiations we know this very
very well that if for instance we want
the other side to share information
about their priorities actually a really
really good way of trying to start that
process is to share a little bit of
information with them when we do that
that kick starts this process of
reciprocity and then hopefully and
usually people then feel a of a duty to
respond in kind and give you some
information back in return on I have
this thing here on anybody know what I'm
talking about what this is it's very
popular in the US so these are like
mailing labels so return address labels
and I don't know how many of you guys
have experienced this but sometimes
charities will send these out so the
gentleman is at the back is nodding so
tell me a little bit about this
in the US that yeah Ennis I mean this is
exactly they're trying to work on this
principle reciprocity okay um did you
ever donate out of curiosity yes okay um
so so you're more generous than I was I
was when I was in the u.s. I was always
a starving student so I would get these
in the mail and starving student as my
excuse I never I never donated but this
is the principle that they're working on
right so they're printing out these
return address little stickers and and
obviously this is incredibly cheap for
them to do you can only imagine that all
they need is a color printer they need
to have bought some stickers from from
Office Depot and then they're printing
them out on mass and then they send it
to you and now you'll receive this thing
and oh my goodness it's a personalized
gift how thoughtful of them and then
they kick in this idea of reciprocity
and now you feel a slight need to do
them a favor in return
ah there are many other examples of this
so you know this is a decide of like is
it really a free gift in the mail I
mentioned this idea of reciprocity
negotiations right giving some
information to get information but I'll
give you another example so this is a
study that was done some years back and
then we're trying to figure out how to
get people to respond to surveys so I
don't know how many of you guys I have
to do customer surveys or even in-house
service when you're trying to get your
employees to respond to you but this is
an interesting one so this company was
interested in trying to understand it's
not this company sorry these bunch of
researchers were interested in trying to
understand how to get people to respond
to surveys so what did they do
they had two groups of people and one
group of people they sent out this
survey and they said hey we'd like for
you to complete the survey is really
important for us you're all part of this
organization we want feedback from you
and if you complete the survey and send
it back to us we will send you a check
for $25 okay
I mean $25 is it's not a small amount of
money it's a decent amount of money
you know I could get a very nice lunch
or simple dinner for that okay I can I
can work with that and then in the other
condition what they did was they send
out the survey and they said hey we
really really like for people to
complete the survey here's a five-dollar
track it's yours to keep whether you
complete the survey or not but we really
like for you to complete the survey
people were much more likely to complete
and return the survey in this condition
now
Synnex in the room are probably going
hang on a second I've just sent out like
a lot of five-dollar tracks am i in a
lot of trouble now interestingly no
people in this condition tended to be
honest they tended not to cash the check
unless they actually completed the
survey so this idea of reciprocity was
one more effective and to more cost
efficient then this idea of hey you do
something for me then I do something
back for you in return right so this
idea of reciprocity is quite powerful
any ideas that you guys can think of
around reciprocity ideas or how you've
seen it play out in your lives or in
your organizational lives
if you get promoted sometimes in some
situations it may be that you've had
this credit of trust from your boss or
whatever yeah no I can see that right so
interestingly enough you've done the
work to get the promotion but even then
they're giving you this promotion and
now there's this sense that oh my
goodness I really really need to do good
by them for giving for putting their
trust in me okay thank you anything else
that you guys can think of any other
examples that you can think of I'll give
you a funny example but this also gets a
little bit at how as we start thinking
about how to use influence it's also I
think interesting to think about how it
is that we make sure that it's not being
used against us okay so this one's a
funny example that puts those two two
ideas together on I'm Singaporean
originally I know that my accent is now
completely muddled I lived in the US for
a long time I lived here for a long time
I don't know what I sound like now but
in sample one of the things that we
celebrate is Chinese New Year and during
Chinese New Year and this is a very
Singaporean custom it's not even an s
necessarily a chore broadly Chinese
custom but in Singapore when you
celebrate Chinese New Year you go visit
all your friends and family which is the
same across China but the unique thing
in Singapore is that when you do this
you bring two mandarin oranges to your
host home okay and it's two mandarin
oranges because the word for mandarin
oranges are in in Chinese sounds like
gold sounds like fortune so in a very
Chinese way they're playing on this
linguistic thing to say I'm bringing you
fortune okay so what happens is that you
go to your host home you bring to our
and just for with you you give them to
them and they now immediately feel the
need to do you a favor back in return so
what do they do
they go to their kitchen put those two
oranges down take two oranges and give
them back to you so
you started with two oranges now you
know five minutes later you you're back
with two oranges so then you repeat this
process as you visit the houses right so
you visit the next house hey you still
have two oranges so you give it to your
new host your new host gives you new
oranges back in return you still have
two oranges so you keep doing this
process of giving favors and then
reciprocating such that at the end of
the day you still have two oranges you
started in with two oranges and the end
of it might not be the same two oranges
but you still have two oranges and it
really is this a very ritualized version
of this reciprocity process okay but
it's also how it is that people are
trying to now out the effects right so
if people are trying to do your
favorites and curry favor with you
this is this is an instance of how it is
that you defuse these reciprocity
influence tactics can you guys think of
how else you might you know try and
diffuse these tactics if they're being
used against you Cole thank you so so so
so okay for those who are not in on the
on the details to tell me a little bit
about okay okay
that she's bringing Olimpico okay I
think it's called first I see okay
okay good good evolution of a tradition
okay other ideas of how you can see this
sort of like if somebody is trying to
use this influence tactic against you
how you would try and now also these
sorts of reciprocity influence tactics
mm-hmm so you could you could pay for
you could just decline to accept it but
my guess is that in an organizational
situation well in most situations that
could come across as kind of rude right
so yes you can try that okay but be
careful that you don't offend your your
your counterpart other things that you
could do absolutely right so there's
just a sense of tit for tat you know
down the line I remember it's my turn to
pay for lunch or dinner or whatever or
drinks yeah
somebody had a yes yeah yeah so exactly
right okay yes aye aye I don't dispute
this so in some sense as we go through
all these different types of influence
tactics that is the the advice that will
be consistent for many of them but I'm
gonna present to you some research that
basically says you know what sometimes
that doesn't work as well as we'd like
to think that it would and in that
regard it's therefore even better to
have other ways of tackling them my
guess is that for instance within an
organizational setting many many many of
you guys will have rules within your
organisation set that say I can accept
this gift but not this gift a certain
value of gifts or there's certain things
that I can't do these organizational
boundaries are there in some sense
because sometimes just uh saying I
understand what they're doing and I'm
not gonna fall prey to it is not
necessarily sufficient yeah so some
things that we can do as I said you
could try and reject the gift but it
could be it's not necessarily easy it
could be seen as impolite we could be
exactly this right accept the gift but
kind of be wary of what's going on and
again that can't work don't get me I'm
not trying to say that it won't work but
I'm just saying that it's not as easy as
it might sometimes be and uh that
whatever this happens to me I I
generally like to have a ready excuse
you know somebody want I go into a shop
and try and buy
I'm trying to buy something and they
offer me a coffee or whatever it might
be
thanks I just had breakfast I don't need
anything right now that doesn't
necessarily stop them from still trying
to really like foist and stuff on me but
at least if I have a ready excuse that
potentially helps me to overcome their
their influence tactics that's
reciprocity let me give you some other
ideas to think about um another tactic
that she'll Dini talks about is this
idea of commitment and consistency and
the idea of commitment and consistency
is that once we make a decision and we
head down a particular path of action we
feel the need to be consistent with that
course of action and this can happen
even if we get negative feedback about
our actions and is particularly
effective if the commitments are done
sort of like in a very active public way
right you can imagine right so if you
stand up and immediately start saying
things about you know I am going to you
know New Year's is coming and I'm going
to make a resolution to start going to
the gym if you make that sort of like
public commitment it becomes much more
effective in ensuring that you become
consistent with that course of action
down the road so I have another example
a bumper sticker right so not as common
here again but again this is potentially
a bit of a u.s. example but when I was
in the US I remember seeing bumper
stickers for every which cause that was
out there but beyond that for children's
schools right always like proud parent
of you know whatever whatever school why
do people do that why why are these you
know bumper stickers so prevalent and
then come election time also very very
prevalent why are they out there
okay and then what happens when that
brand comes knocking on your door for
for money or current you know or your
time commitments or something like that
you've defined this is exactly you're
exactly right right you're spot-on
you've defined yourself as that is part
of your brand so when that brand comes
saying I need your help
in terms of time whether it's for your
children's school or money for saving
the whales or whatever it might be
you're much much more likely to do that
right another example and this one is I
like this example because it really kind
of combines these different a couple of
these different influence tactics and
one of the things to think about if
you're trying to go around influencing
and persuading other people is that if
you can tap into multiple of these
principles
whatever you're doing becomes ever more
powerful because it fundamentally means
that it's leveraging off of different
psychological ideas simultaneously okay
so example how many of you guys have
been let's say on the plane and you're
reading some sort of magazine and you
see in the magazine this little tear off
thing that says you can get three weeks
or three issues or free of this magazine
and then after that you know you have to
stop paying how many of you guys have
seen that yeah how many of you guys have
signed up for that okay and tell me a
little bit about you did remember
counsel well done you so how or why did
you remember to cancel but that's this
to large extent is this idea of like
commitment and consistency but there's
also reciprocity going back to what we
just talked about right they're giving
you three free issues or whatever it
might be and then there is also the hope
that hey I'm reading this I'm reading
you know whether it's National
Geographic or The Economist or whatever
it might be and especially come on let's
say the Economist okay I'm reading it
now Wow
I'm feeling so smart for reading The
Economist okay and and you know what you
know what I want to be that smart person
who reads The Economist so when it comes
time to renew my subscription sorry to
actually stop pay
for my subscription I'm quite likely to
do it because I've coded myself as a
person who reads The Economist but
honestly speaking I don't know about you
guys but the Economist is like comes out
what once a week it takes me a month to
read each issue right so there's just
like giant backlog of economists sitting
on my desk and I'm still shelling out
money because I've coded myself as
somebody who reads The Economist other
examples that I have for you for the SIA
T of commitment and consistency so we
talked about bumper stickers petitions
are very similar in nature has anybody
heard of the foot in door technique I I
hear laughter so I'm hoping there with
our with our new guest who's just joined
us feel comfortable sharing a little bit
with no no no sorry I'm putting you on
the spot but you were laughing so do you
want to tell us a little bit about this
foot in door technique make sure you're
on the inside before they people know
actually what you're talking about
kind of yeah anybody else familiar with
this tack tactic you're selling brushes
yes yeah
housewife obviously they do that by
saying yeah so thank you that that's
pretty much this idea that it came about
when people used to go door-to-door
selling stuff whether it's brushless or
whatever it might be and the idea is
simply that hey if I can get my foot in
I can get the rest of myself through the
door okay because once you've committed
to letting me just you know get in a
little bit I can open that door further
there was a study done in and this is an
old study but it's a beautiful study
done in the 1960s to examine this wooden
door technique and I have to tell you
about it because it's really um it's
kind of amazing so this was done in
California and they were interested in
getting people to put a big ugly sign
saying drive carefully on on these
people's front gardens okay um and they
were kind of curious about how to get
people to comply with this request and
so in one condition they knocked on a
bunch of doors in a neighborhood and
said hi we're very interested in people
driving carefully in your neighborhood
would you be willing to put this big
sign which was very very ugly on your
front garden people looked at the sign
and so we're like
not so much okay 17% of the people here
said that they were willing to put this
big ugly sign on their front Gardens the
other condition they knocked on the door
and said hi we're very interested in
people driving carefully in your
neighborhood would you be willing to put
this little sticker sing drive carefully
on your window everybody said yes I mean
this is a neighborhood people had
children they wanted people to drive
carefully so absolutely everybody said
yes two weeks later knock knock knock
what do you be willing to put this big
ugly sign saying
drive carefully on your front lawn 76%
of the people said yes right verses 17
from the other condition so think about
a time when if you're trying to get
somebody to do something for you and
their initial response is no no no think
about whether you can make a smaller ask
initially because that may be the way to
try and get them to do the big off later
on this is this idea of commitment and
consistency how do we prevent from well
I'll give you one my idea the there's a
very very powerful area of literature
that talks about something called
escalation of commitment
okay escalation of commitment refers to
a phenomenon where if people make
investments are typically money but also
time or energy in a particular cause of
action and then they get negative
feedback people typically feel people
typically reinvest in this failing cause
of action because they feel the need to
be consistent with their initial choice
right so from an economic standpoint
this is considered irrational it's
considered throwing good money after bad
you're supposed to ignore some costs and
people are honoring some cost and this
escalation phenomenon has been used to
explain anything ranging from R&D
investments to commitment to personnel
right so you hire somebody there
not working out quite right well we
could ask them to exit or we could give
them more training well let's give them
more training and more training and more
training even though maybe we should be
thinking about exiting them gracefully
it's been used to explain the Vietnam
War it's been used to explain even
things like the amount of time that
basketball players have on court
so these analyses try to control for how
much how good these players were but
even then if these people these
basketball players were recruited with a
big lump sum of money they ended up
having more more playing time on the
court understanding all of this how do
we try and prevent some of these things
from happening how do we ensure that the
decisions that we're making are good
decisions and not bias by these initial
commitments that we make
agree so being very concrete and
objective in your data I will say that
research has found that the way that we
look at the data becomes bias to because
of this right so I hear you and I agree
with that the stop-loss is like this
bottom line this reservation prices
reminder that I need to stop which I
also agree with so this is very
difficult to prevent and you need to try
many things so these are good but may
not be sufficient all the things that we
can do very good idea right so what's
happening is that if I make the initial
choice to invest resources in the course
of action I'm the one who feels as
though I need to be consistent but if I
have a neutral third party make the
reinvestment decision so a colleague who
can help me with my thinking help me
analyze the data that can be very
helpful because this colleague is not
burdened by the same need to be commit
to be consistent with initial
commitments other things that you can
think about this is one of those where
we say ignore sunk cost right so this
gentleman was very very rational and say
well we need to kind of understand that
these things are happening to us and we
just need to say no and my dissertation
for many many many years ago was looking
at exactly this idea when it comes to
these sunk costs can we just say you
know what we just need to ignore them we
just need to understand that they're
there and ignore them the problem is
that we don't go around saying ooh let
me look out for sunk costs ooh let me
beware of sunk costs and then the next
thing you know the sunk costs hit you
and then you feel this this this need to
be consistent this is why these
principles are as potentially tricky as
they are yeah so some idea is there let
me give you more things to think about
so we talked about reciprocity we talked
about commitment and consistency there's
this idea of social proof which is this
notion that when the course of action is
Caesar
what was interesting as I'm coming you
know this is this is this is something
that happens in the collaboration and
actually you can I can see when she sits
something out loud I'm like yeah that's
gonna be as a public commitment he's
gonna kind of reinforce her so they're
there any tips for us so so without
asking for more specifics which I'm not
sure I can deal with um I would say that
you want to try and find an a graceful
exit right so so a graceful exit a
graceful way to back out from that
commitment but the other thing too is to
find an alternative so a lot of these
types of commitment and consistency
things it be in your head it becomes go
no-go it becomes invest not invest it
becomes let the person in don't let the
person in but if we can think of an
alternative path and also another
acceptable path then all of a sudden the
thinking becomes different and it's not
so binary it's not so oh my god I have
to do this to be consistent there's wait
hang on second maybe there's this
alternative thing that I can do instead
so without the gory details those are my
suggestions yes yes yes in a face-saving
manner yeah for you as well probably
yeah okay so so so proof social proof is
saying that when the course of action is
not completely clear we very often look
to other people around us as to what it
is to that we should do and we follow
them right we're much more likely to
follow people who are like us who are in
close proximity to us and this can
result in a lot of
interesting things so I I had the the
difficulty with doing these sessions is
that I have so many examples to share
with you and I'm like picking and
choosing amongst my kids but this one I
have to choose so laughs tracks do we
know what those are the canned laughter
right so and a lot of TV shows a lot of
these sitcoms says this canned laughter
in the background who here finds it
annoying yeah okay
but why do sitcoms wider the studio's do
this because it works and it's
particularly effective if the show is
ambiguously funny if somebody else is
laughing you find that funny too so it's
just something to keep in mind how do we
get somebody to do something well tell
them everybody else is doing it and we
see this happening a lot of times right
it's like this happens with trends it
happens with a lot when in marketing
where they try and say look everybody
likes this and when that happens since
the senses oh I must like it too within
a more business example and the source
of social proof ideas have a lot to do
with both actions and themselves so if
somebody's bidding right you're not very
sure whether this has value or not if
somebody's bidding okay you bid too but
then that as a result of that they have
it has implications for things like M&A
so my husband's a banker and what do
they try and do if you can get one
interested party to interest the party
you're done there will now be a whole
slew of people who are interested in
buying this company because these ideas
of social proof kick in please
I'm afraid somebody else you're trying
to get me social proof to say exactly
exactly
yes absolutely right and and then very
often too it goes beyond social proof
but we pair it with this idea of we pick
the people who whose quotes we use right
it may be a celebrity or somebody very
cool because we want to be like these
people so it's again pairing different
types of influence tactics together but
absolutely yeah the best thing to do is
just talk to each of them before their
meeting yeah
and present the new idea to each of them
yeah them to think that idea is great
yeah presented as new
yeah old meeting yeah there's more
chance that's going to be accepted yeah
and so so so thank you for this and but
it's it's not just I mean I know that it
may be particularly relevant in a in a
Japanese culture but it's true the world
over right if you're trying to sell an
idea trying to sell it first time in
front of a big group it's not
necessarily the easiest thing to do
whereas if we can get a bunch of people
off line to buy into your idea then to
hopefully publicly support one or two of
them to publicly support you in the big
room you're much more likely to get a
momentum of people who are who are
voting in your favor again bringing
things like brexit where it becomes
pertinent um how do we prevent some of
these things from affecting us
unfortunately the research doesn't
necessarily have great ideas here so we
just have to kind of say looking cut you
need to understand your motivations for
doing something don't just follow the
crowd right and I write I say this for
those of you guys who have kids I mean
this is really particularly pertinent
right so kids just kind of follow fads
and trends and and and you're trying to
give them to be individuals and to
understand what's going on this is
consistent with some of these ideas
this one's easy to understand but really
really powerful we like to say people
who we like to say
yes to people whom we like which means
that we want to be likeable in some
sense and what makes us likeable well if
there's a lot of research to show that
people who are physically attractive are
more likeable people who are similar to
us are more likeable so if somebody
comes from the same town same city same
country as you more likeable if somebody
has the same name as you research has
shown that even if you just tell them
same name all of us you don't know
anything else you're more likely to
trust them okay for I don't know why but
there you go we like that we like our
name so we like other people who have
the same names as us people who
compliment us people who are associated
with positive things I'll give you some
funny examples who are these guys Arnel
I'll be back who's the other guy
some what some other know Cruz
Bustamante okay now you might remember
that our our I'll be the terminator
became the Governor of California right
this happened during the this recall
elections and the other there were a lot
of people who ran for these recall
elections but the the other big
contender was this guy Cruz Bustamante
now Cruz Bustamante as it turns out was
extremely qualified for the position he
was the Lieutenant Governor he'd been a
public servant for many many years in
fact up until that time he was like of a
highest-ranking Latino in public office
okay but he didn't win the elections the
famous Hollywood star won the elections
right I mean and this goes towards this
idea of liking especially in especially
since the vote was happening in
California I mean this is a Hollywood
wall people know him people I mean like
him he represents all these cool things
he's married into the Kennedy family or
was at that time was okay and then
things happened on another example some
of you guys might be aware
this in the presidential elections in
the US the taller of the two candidates
tends to win the electoral vote it's a
little bit nastier with the with the
other vote but we like tall apparently
or tall symbolizes I don't know power or
authority or something and we tend to
vote in the person who is tall which is
really bizarre right I mean it's like
what if somebody is height and I feel
bad for myself have anything to do with
somebody's ability to be president not a
whole lot and yet the taller candidate
tends to win the US presidential
election now some of you guys then are
thinking of world leaders who may not be
as tall Sarkozy comes to mind or you
know when he was in power and I don't
know how much how much you know about
Sarkozy but one he first of all he was
quite short but he tried really really
hard to make himself tall okay so there
are pictures and you google it you'll
see it there are images of him standing
on on boxes in front of podiums right so
if there's like a lectern and a mic and
everything he's standing on a box yeah
there are press conferences of him in
like some sort of like company like
opening a new factory or something like
that and the the the the story goes they
called around the entire organization
looking for the shortest members of the
organization to be in the photo shoot
with him so that he wouldn't appear
quite so short right so there is the
sense that I want to seem tall and being
tall conveys good things that people
like bizarrely enough
so yeah I don't know whether he had
heels shoes but yes I mean here again
notoriously short right um I was just
about to say Kim jong-il Yi there are
pictures of him with with these like
lifts in his shoes but it's to try and
appear tall thoughts questions examples
so very good question right so at least
with regards to these data it's I mean
except for the last elections is always
with men between men so we don't know
and then the comment in the caveat that
I often give especially with these data
is who knows nowadays because it's
becoming more complex with gender coming
to play with race coming into play that
said a big picture there's generally a
big main effect where and this is very
unfortunate and a whole different story
men are generally perceived as more
competent so it is going to be like for
like but there's also us just a sense
that men are more competent than women
which I beg to differ on but several
story going to share with you two other
principles the second last one is
Authority we tend to say yes to people
who are in positions of authority or
seem like they're in positions of
authority
okay so studies have been done and is
really scary where somebody dresses up
like a doctor so they put on a lab coat
they put on Scrubs they have a set of
scope and then they'll go into a
hospital they'll find a nurse and start
giving random instructions to the nurse
on how to take care of patients and the
nurses very often say yes and follow
through with the instructions
obviously they stop the nurse before bad
things happen but the idea is this
person's seam is like an authoritative
figure and therefore people say yes to
what they're saying or what they're
asking for same things
opens with regards to a lot of these
when people start investigating what's
happened with airplane accidents on very
often it has to do with the dynamics
between the copilot and the pilot right
so you guys may remember some years
maybe five years ago there was the plane
that I was I think was a Korean Airlines
plane that landed in San Francisco and
thankfully people were generally not
hurt there were not that many fatalities
and the plane managed to land fairly
safely and what happened is that they
they found out that the Sun was in the
the pilots eyes but the copilot didn't
want to put down any sort of shades or
wear sunglasses because he thought that
that might be disrespectful to the pilot
and as a result of that these sort of
like crazy things happen now I put out
these examples and we especially for you
guys I think is useful to think about it
from two ways one is huh how can I get
people to do the things that I want them
to do okay but simultaneously I think
it's important to realize especially
with with with people who have a lot of
a seniority and manage other individuals
your own seniority your own authority
could be suppressing your employees
abilities to think creatively to voice
their opinions because they're just kind
of concerned hang on I better not speak
up against my superior against my boss
right so we want to think about it from
there two ways um example that I have to
mention when it comes to Authority
anybody heard of the Milgram experiments
okay this is a good one oh I actually do
have a little bit of a picture for you
okay so what happened in the 1950s and
1960s a guy by the name of Stanley
Milgram wanted to try and understand why
the atrocities of World War two happened
and one school of thought was look
they're just some people who are bad and
they're bad and that's what it is okay
they're bad apples and that's there's
nothing we can do about it there's
another school of thought that said hang
on a second there was something about
the city
situation that made really good people
do some really bad things and stanley
milgram was of that opinion so what did
he do he ran a study in New Haven Yale
and where he brought in a bunch of
people off of the street to be teachers
okay
and they were supposed to teach a
student who is this guy who's actually
working in collaboration with
experimenter and the this participant
was told look you're the teacher that
person's a student okay and every time
the student gets the answer wrong you
need to give them an electric shock okay
and the this student as you can see was
hooked up to a bunch of wires and then
the the teacher had control of a big box
that had a bunch of flipchart one that
had a bunch of levers on it from 15
volts going all the way to 450 volts
okay now they asked a few psychiatrist
beforehand so what percentage of the
people do you think would go all the way
and the psychiatrist said no no no no
very few very few okay people are good
it's only the nutty people the
psychotics the sociopaths who are gonna
do that so what's the percentage of
Psychopaths and sociopaths 1 to 2% of
the population
those are the only people who are going
to go all the way to 450 volts what
percentage of the people do you think
went all the way to 450 volts very close
to thirds 2/3 of the people went all the
way to 450 volts when the student who
was not very good at learning got the
questions wrong again and again this
person just kept on pressing these
levers from 15 volts up up up up up up
up up up they didn't stop when the
student was screaming in pain faking it
they didn't stop when the student
shouted that he had heart condition
they didn't stop when the student
fainted dead away right they just kept
on going why did they do that because
this guy who was the experimenter was
standing there in his white lab coat
with a clipboard there and he never held
a gun to the guy's head and said you
have to go nothing like that but just
prompts along the lines of the the the
the experiment requires you to continue
please continue right so they were lots
of there were verbal prompts but it was
never anything physical that said you
have to do this now
these um participants they were stressed
out beyond their minds they were
sweating profusely they were shaking
they were traumatized from doing it but
they still did it this is the power of
authority I will give you one thing to
think about though keeping in mind the
idea of commitment and consistency
imagine if the study had started off
here my guess is that you would have a
very different result you probably
wouldn't have had two-thirds of the
people giving him a 450 volts of shock
which by the way was also marked with
xxx so again combining different types
of principles can be very very powerful
I have just a few minutes left with you
so I want to give you this last idea to
think about and hopefully that's
enticing ideas which is that when
something is limited we want it more and
that limited can be limited in time
limited in number it's particularly
valuable if it's just limited and and
you'll if you think about it now almost
all these sort of like places online
where you can buy tickets do that right
and even Amazon does that when it's just
a few more they'll tell you three more
like by now right or for airline tickets
you know four more seats at this price
it's trying to tap into this principle
of scarcity getting you to say get the
sense of I need to get in on this action
now before that opportunity goes away
auction fever which I study a lot is the
perfect sort of combination of this
there's scarcity because in auctions is
typically one unique item there's time
pressure because you have to bid very
quickly on the item goes away and then
there's competition with other people
right so this competition increases the
sense of the scarcity of the item so all
of that makes it really seemed as though
this item is really really scarce in
general we really need to be where this
adrenaline rush especially in a sort of
like auction type setting take a break
think carefully confer with your
colleagues but fundamentally understand
your motivations for buying something or
doing something is it just because it's
very very rare and very scarce or is it
because you really wants it now I bring
this up example give you just a second
and to something I hadn't realized that
how perfect the timing for this is but
even I mean the Black Friday sales which
are on right now in the UK and then
they'll start in the u.s. properly
tomorrow it's all about this idea here
yeah please
so they're actually not the buyer
themselves yeah
and you give them obviously target price
restrictions around what they do today
also they might they might because at
the end of the day if they're watching
all of I mean first of all in theory
you're asking a professional to do it so
one might hope that they're there for a
little bit
yes yes that I have not no I have not to
see how an agent would do in this
situation but your example is
interesting because when I said
professional then I'm saying okay they
know something when auctions they know
how to do all this and in theory there
should be better off then you asked me
specifically then I'm gonna be obnoxious
to say well I know about scarcity I know
how to like guard again so in theory if
you train somebody then you're better
off so but you could train yourself you
can train an agent does that answer your
question
yes understood so that's a very good and
important distinction right you're
basically pointing out the fact that
there are different psychological
motivations for you as the buyer versus
an agent as a buyer and for both parties
there are things that will motivate them
to keep going but different types of
things that will keep them going so for
each of the parties you need to be
careful of of what the bottom line is
but you need to put in place different
safeguards to ensure that they're not
taken over by auction fever
if you ask someone to go to the auction
for you if you tell them up front that
you want that item
you know they will feel kind of
compelled and they will feel this
implicit liability towards you that if
they miss out on that item and someone
takes a problem it's an issue because
you employ them to get that for you so I
suppose if you don't tell them what the
outcomes you want is then probably you
can eliminate well I mean I think it
goes back to something that we've said
before right have very clear bottom
lines right so that will prevent you
from getting a bad deal but it may not
help you to get a good deal yeah I saw a
hand up yes please
that's a lovely example thank you yeah
yeah yeah it taps into all these
principles which is why it becomes very
powerful when you're using all of these
different principles simultaneously I'm
at time but can I please give you my
favorite example diamonds so pretty
yeah timeless classics Beauty fire love
brilliance women tend to like them what
do we know about diamonds scarce
are they really scarce tell me more
control
[Music]
married engagement rings we're not
something nineteen twenties thirties
when I think was to this young men get
married buy an engagement ring when is
one month I'll be honest at this law
revenue ticked up very nicely
they thought we're all something yet nor
six that's not some campaign it's
brilliant though okay
I mean it is genius so that's exactly it
okay so I mean look time is there are
tons of diamonds in this world they're
just loads and loads of diamond in the
world but De Beers holes control the
support of the supply of diamonds it
limits the supply it makes it to be a
perceived value combined with some
clever marketing and biggity bam-boom we
really really want them now I have to
say this because it's important we're
looking at the women in the room going
oh yeah we want these diamonds but you
guys have the things that you want to
okay I don't know whether it's the
iPhone or the watch or the stereo or the
gadget or the limited edition print or
whatever it is but you guys women and
men have things that they covet because
of scarcity yeah let me just end with
this final idea here when we think about
influence and persuasion I've talked a
lot about these ideas there are other
things that folk that fall into how it
is that we can influence and persuade
people the bottom line if you don't
remember anything else remember this you
guys have been trained to strategically
and think about the content of your
message yes the content of your message
is important but when you're trying to
influence and persuade somebody think
also about how you're creating that
relationship how you're framing the
information that you're conveying
because that has a huge impact on how it
is that you influence and persuade
people I'll stop I'm happy to take
questions or thoughts but I know that
I'm also over time
I think that works from company to
person perspective if you're doing and
if you're the one who's doing ago she
ate you and you're going to someone to
say yeah they might get caught on the
consistency but it's in there in danger
that they'll think actually already done
you a favor
right but the way that I'd actually
think about doing it is if you're trying
to get in with a company it's hey can I
have a meeting with you to have a chat
about something can I buy you a cup of
coffee right and then from that coffee
it's the biggest sale after that so it
doesn't yes they've given you their time
but you've bought them coffee right yes
yes
please
yeah I guess I what I'm just trying to
choose to summarize this idea that the
ideas of influence and persuasion are
all of this stuff is not necessarily
around what you're saying so think about
politicians okay and these like type
things that we're talking about are the
attractiveness things about it's not
that the their actual political
positions that they're conveying yeah
okay there's something there but people
are being persuaded by other things like
their attractiveness their height so
that's what I'm trying to convey to you
that that the message is important and
the message is particularly important if
people are motivated to listen to you
and have the cognitive resources to
listen to what you have to say but
especially if they don't have cognitive
and motivation resources there you want
to focus on how you're getting to them
buying them a coffee asking for a little
bit of time and then asking for more
time doing them a favor those kinds of
things and you can question about some
of the actions off to us well the trap
comes across as a big some small uncouth
people don't listen to them exactly
right so there's a message component but
there's also how you're delivering it
absolutely let me stop thank you guys
very much for your your time and I hope
you have an interesting rest of your day
[Applause]
you

---

### Discover the importance of an open mind | LBS
URL: https://www.youtube.com/watch?v=06L1A7QNllg

Idioma: en

[Music]
open
we believe in always keeping an open
mind
to be open to change and new ways of
learning
and new ways of working open to diverse
ideas no matter where they come from
[Music]
open to different perspectives and
opposing points of view
open to big thinking that knows no
bounds
open to being challenged in question
open to whatever comes next
all learning from whatever went before
we are executive education we
are mines alive

---

### Accelerated Development programme | LBS
URL: https://www.youtube.com/watch?v=pQCueyBTj_g

Idioma: en

[Music]
the accelerated development program has
really shaped me as a leader that's my
personal feeling you know different
perspectives on strategy on markets on
behavior organizational behavior
organizational structures and so on the
program is structured in a way that what
you put in is what you get out
so
come
with the with the attitude of putting
everything in and you get the best out
of it because there's so much to learn
the contribution of the faculty was
essential i think
it was very important for us that we
were together with people with similar
levels of seniority but with very
different experience type if i were to
sum up my experience at adp i would just
say above and beyond it's a very
valuable program it has been fantastic
[Music]
you

---

### Senior Executive programme | LBS
URL: https://www.youtube.com/watch?v=FMJHH2gRkTg

Idioma: en

[Music]
my experience at the London Business
School was totally transformative the
senior executive programs doubled my
ambition is really challenging the way
you work the way you think is
challenging your assumptions
the senior executive program at London
Business School is our Flagship program
it's based upon faculty teaching
academic rigor research and Consulting
with some of the best businesses around
the world we live in a walker well the
Buca stands for volatile uncertain
complex ambiguous I don't know any
senior Executives who is not facing the
challenge of change transformation
disruption and coming on the sap is the
best way to hear and learn about the
latest thinking on how to deal with
change and transformation we have very
senior participants with a depth of
expertise we challenge their thinking so
they can better transform their
organizations
learning takes place not only in the
classroom from the teacher to the
participants but also among the
participants themselves sharing the
class with such a broad range of
executive leaders from different
Industries and different geographies
really added to the overall program very
quickly you could see how people were
sharing their skills and expertise with
the class and very often it comes out
that we have actually met before in the
business I met my colleague Tomaso of
Benetton group and it came out that we
actually had signed agreement before for
the tiling group to represent the
Benetton group in our region where we
operate in the Scandinavia and 40
countries the city of London is an
important element of the senior
executive program London is an ideal
classroom from the walks down region
Park a stroll by the Riverside there's
always something to be learned a lot of
different locations what we visited with
our classmates the dinners the
networking and the discussions we had
the opportunity to go to the design
Museum we spent time at House of Commons
in an art gallery really listening to
the challenges businesses were facing
and working together in teams to propose
new Solutions
another valuable day was the media
Training Day we gained a lot of
techniques and tools and how to set our
messages in a way that they will be
heard I am very strongly encouraging the
organization to send more participants
on this program it's had a very
significant impact on me and I think
it's something that our company will
continue to invest in in the years ahead
I am so so thankful to have this
experience if you're a leader and you
desire and aspire to see results
different from what you're used to
seeing the senior executive program at
the London Business School is definitely
a must
[Music]

---

### Data Science for Business Intelligence | LBS
URL: https://www.youtube.com/watch?v=SPFuxQI61Jc

Transcrição não disponível

---

### Certificate in Management | LBS
URL: https://www.youtube.com/watch?v=1zv0HoqlLrg

Idioma: en

[Music]
toxic and poisonous gases are present in
a lot of different industries and you
have to monitor those gases so that in
case of a gas leak people can evacuate
photonic innovations specializes in
laser based gas leak detection equipment
they're super accurate and super
reliable keeping is safe at all times
the company has come out of Dunedin
which is a beautiful city out here in
South Island of New Zealand I come from
a non business background I actually
have a PhD in physics and when you are
running a business you actually have to
know how things operate the certificate
and management has impacted my
professional career I have been able to
bring back improve skills and experience
it's a tailored course where you can
pick four different courses I pick
courses that suited the stage of our
business like market driving strategies
and high-performance people skills that
enabled me to think about how we push
our product in the marketplace by
building on international partnerships
in the high-performance people's tales
program we had one-on-one coach they
always pushed me to think outside the
box and we studied real-life case study
there was a lot of support after the
course was complete I was in touch with
my coach for almost couple of months and
we discussed how the learnings have
impacted me as a leader the classroom
was fantastic especially when you meet
people from various spheres of life
businesses at different stages you tend
to learn a lot photonics came out as a
university startup and as of now we are
sharing our startup tag we are growing
rapidly we are currently selling
products in around 3 to 4 countries very
soon we will be selling our products in
30 plus countries
we talk on a regular basis we do
exchange ideas we talk about what
business problems we are facing in our
own companies and I think more
importantly we have made lifelong
friends the certificate in management
has impacted my professional career I
have been able to bring back improved
skills to my organization and we have
been driving ever since and I do believe
that London Business School has had a
key role to play
[Music]
you

---

### HR Strategy in Transforming Organisations | Executive Education Programme
URL: https://www.youtube.com/watch?v=WE69fF_5sFs

Idioma: en

[Music]
embrace the future of work with London
Business School as a senior executive
the hrst program helps you to redefine
how your organization approaches its
people agenda it's really given me
perspective on how to think about things
and Thinking Beyond just my my
day-to-day led by our renowned faculty
the program focuses on organizational
design the work environment and
strategic recruitment the program is
designed to improve your organizational
skills build your collaborative networks
and strengthen your voice in boardroom
conversations you'll achieve this
through group activities live
simulations and other practical learning
it's great to make so many new
connections with people for more than 20
countries uh from the from all over the
world you will engage in meaningful
conversations and gain valuable industry
insights from your peers during the
program you cannot get this from the
books you need to have you know that
experience in the classroom you need to
have the energy Beyond this you will
join the London Business School Network
providing further opportunities to
connect with likeminded
professionals join the London Business
School and return to your organization
with an actionable plan tailored to you
and let's shape the future of Human
Resources
[Music]
together

---

### LBS Online
URL: https://www.youtube.com/watch?v=MlbmAi4_Cgs

Transcrição não disponível

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### Eurapco Executive Programme
URL: https://www.youtube.com/watch?v=XRIClc5uUTg

Idioma: en

we started in 2018 with a program
together with London Business School uh
based on the questions that we had at
that time for our leaders at to lead our
companies in a better possible way the
core elements of the program for me are
uh the inspiration that different
faculty offers in all kind of uh
leadership elements some more futuristic
some more very practical the other thing
is really the guidance to change things
by doing an experimentation we are
constantly trying to improve using the
evaluations of the current stream using
uh the knowledge of lbs about our market
like adding generative AI like adding
Neuroscience to the program and so it
stays relevant for our participants it's
not only theoretically learning but it's
also really doing things experiment with
information experiment in your own
organization and it's getting a network
of peers that you can always step into
if you want to have some inspiration
external views and really uh work on
yourself on leadership and uh what's
next in the future then you definitely
should apply if you want to be inspired
if you want to learn new things if you
want to network if you want to get to
know people from other nationalities
from other companies that have the same
challenges and you want to learn how
they approach solutions for those
challenges then you definitely should
come here
[Music]

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### Gary Hamel on The Organisation of the Future
URL: https://www.youtube.com/watch?v=R0C8R38Apb4

Idioma: en

hi I'm Gary Hamill I'd like to invite
you to an exclusive event at the London
Business School the afternoon of
November 21 designed for Progressive
leaders who are working to build
organizations that are fit for the
future and fit for human beings today
leaders face a daunting array of
unprecedented challenges and an
accelerating pace of change and in that
environment organizations need to be
daring resilient and inspiring and yet
problematically those are not the
adjectives we typically use to describe
large complex institutions changing that
will require radical thinking and doing
so in my presentation I'll lay out a
road map for building organizations that
can outrun change outmaneuver the
competition and outperform expectations
I'll also share examples from pioneering
companies in Europe America and China
that are flattening the pyramid tearing
down silos empowering employees and
mastering the of Entrepreneurship at
scale we are going to have plenty of
time for conversation and dialogue and I
can promise you that the event will be
both provocative and immensely practical
and I do hope to see you there

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### Leading the Family Office | Executive Education | LBS
URL: https://www.youtube.com/watch?v=GjwNjaqcff4

Idioma: en

[Music]
the main objective of the program is to
help participants build sustainability
and preserve the legacy of the family
businesses the program is taught by
professors from London Business School
that are experts in family offices and
private Capital investing and these
professors come from various fields from
accounting Finance strategy and
organizational behavior family offices
for a wide range of services Investment
Management tax legal estate planning
trust Administration so that there is
succession planning and there is a
legacy that can be created I am a
founder and owner of businesses in
Portugal we are in the sectors of real
estate hospitality and education I'm the
CEO of a family office my father is a
generation one who had exits from his
industrial businesses and me as a Gen 2
I'm in charge of uh Investment Portfolio
of our family I chose to the leading the
family office course at the London
business school because I'd like to
learn much more about governance
structures allocation in their
portfolios I originally have a
background of working for deoe but I was
never doing any work related to family
businesses so I don't have enough
knowledge on how to set up a family
office participants in the program are
going to encounter a CO cohort of
like-minded individuals that are working
in family offices and have similar
interests a lot of the networking that
happens during this course is amazing
and you learn so much through the
lectures the talks but also the
questions that people ask and during the
coffee breaks through different parts of
the world different Industries we're
exchanging the knowledge trying to grab
as much as possible to implement it when
we get back perhaps the core element
that we hope they walk away with is a
clear sound model and framework that
allows them to either for the very first
time set up a family office or it act as
a catalyst of change towards a more
sustainable family office both for
themselves and into the future
generation it really has all the
elements that I wanted to learn about
it's been brilliant

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