Shorter reflections, LinkedIn series, and commentary on events, trends, and questions we encounter in our daily work. With the occasional book spotlight. Think of this as our notebook β where ongoing questions meet fresh observations.
Red lines
π§ The most dangerous negotiations don’t end in failure. They end in agreement. And are regretted later. Thomas More has said remarkably little aβ¦
Timing
β The right proposal at the wrong time is still the wrong proposal. Sun Tzu considers that self-evident. The others around the table, apparently, do nβ¦
Coalitions
Many negotiations are won in direct confrontation with the other side. Benjamin Franklin considers that obvious. The others do not. βWhy do people alwβ¦
Pressure
Every negotiation eventually reaches a moment when friendliness is no longer enough. Augustus has been waiting since the beginning of the evening for β¦
Success Demands Resilience
π§π΅π² π―π²πππ²πΏ ππΌπβπΏπ² π±πΌπΆπ»π΄, ππ΅π² πΊπΌπΏπ² πΏπ²ππΆπΉπΆπ²π»π°π² ππΌπ π»π²π²π±. Thatβs not how most people think about resilience, but itβs true: π¦ππ°π°π²ππ π±πΌπ²ππ»’π πΏπ²π±ππ°π² β¦
Trust
π€Trust is regularly overestimated in negotiations. And regularly underestimated. Often by the same people. Benjamin Franklin looks around the table. ββ¦