Shorter reflections, LinkedIn series, and commentary on events, trends, and questions we encounter in our daily work. Think of this as our notebook — where ongoing questions meet fresh observations.
Dealing with a stubborn person
How do you deal with a stubborn person? We’ve all had to face people who simply wouldn’t budge. It happens in all walks of life. In a negotiation, fac…
Firmness vs. Appreciation?
Tight deadlines. Vendor tensions. How do you balance firmness and flexibility? Firmness vs. flexibility as opposites on a spectrum only represents one…
Ownership in a Rule-Driven World
Following all the rules… but still getting it wrong. Organizations love processes. And for good reason: they create consistency, mitigate risk, …
Game Theory in Negotiation: A Useful Lens — But Not the Whole Picture
Over the past weeks, we’ve explored a range of negotiation “games” — from the Prisoner’s Dilemma to the Battle of the Sexes — each revealing patterns …
Game Practice #6: The Battle of the Sexes
In this classic game theory scenario, a couple wants to spend the evening together. One prefers the ballet, the other a prize fight. But they both pre…
Game Practice #5: Trust
Trust starts when one side gives first. Before there’s a deal. Before there’s a guarantee. In the classic Game of Trust, it’s simple: It’s a one-shot …