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Author: Peter Frantzen

  • Game Practice: When ‘Game Theory’ Gets Real

    Game Practice: When ‘Game Theory’ Gets Real

    Game theory is the study of strategic interaction — how players make decisions when the outcome depends not just on their own move, but on what others choose to do. It started in economics and military planning, but today is applied in B2B negotiations everywhere.

    Game theory helps us understand hidden dynamics. Instead of delving into abstract theory, we’ll focus on patterns that show up in the real world: in procurement deals, labor negotiations, alliance talks and more.

    In this series, we will explore classic negotiation games:

    Each post will unpack one game: how it shows up in B2B negotiations — and how to respond effectively.

    No jargon. No academic detours. Just practical insight for real-world decision-making.

    Know which game you’re in — or else you might get played.

    Follow this series to uncover the invisible dynamics shaping your negotiations.

    #Negotiation #GameTheory #Strategy #B2B #CreatingSharedSuccess

  • “Surgery: successful. Patient: deceased.”

    “Surgery: successful. Patient: deceased.”

    A classic German wry remark. Grimly humorous — and frighteningly familiar to anyone who’s ever worked in a large organization.

    It describes a recurring pattern:

    ✔️ All processes followed

    ✔️ All boxes ticked

    ✔️ All KPIs met

    🚨 But the actual result? A failure.

    In strategic transformation projects, cross-functional collaboration, and in negotiations, this happens more than we’d like to admit. When procedures take precedence over purpose, the system starts optimizing for compliance — not for outcomes.

    Sometimes, the more complex the organization, the more it celebrates ‘flawless execution of the wrong thing’.

    At Crowlight, we believe in another approach:

    • Begin with purpose
    • Use systems to support it — not to substitute it
    • And never lose sight of the actual goal: the value created for the business

    Because “we followed the process” is not a success story.

  • Book Spotlight: The Truth About Negotiations (Leigh L. Thompson)

    Book Spotlight: The Truth About Negotiations (Leigh L. Thompson)

    In “The Truth About Negotiations,” Leigh Thompson presents 53 evidence-based truths about negotiation. Here are some practical takeaways:

    • Win-win outcomes are often misunderstood (cf. my post from Dec 17, 2024, on ‘win-wimp’ outcomes). To achieve genuine win-win solutions, actively trade low-cost concessions for high-value gains.
    • There is no substitute for disciplined, structured preparation. Anticipating the other party’s objectives and rehearsing scenarios creates confidence and flexibility at the negotiation table.
    • Emotions shape outcomes—for better or worse. Recognize, regulate and strategically harness emotions to build rapport and influence effectively.
    • Overconfidence can sabotage your negotiation. To stay grounded and prevent costly mistakes, seek external perspectives, systematically test your assumptions and remain curious.
    • Real trust emerges from integrity and genuine responsiveness—demonstrated through consistency, predictability and transparent communication. This foundation helps build lasting relationships.

    A quick, accessible read for anyone interested in enhancing negotiation skills.