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Category: CEO Espresso Interviews

  • You’re leading a team through a crisis. How do you balance urgency with input from frontline staff?

    You’re leading a team through a crisis. How do you balance urgency with input from frontline staff?

    In today’s dynamic markets, the best corporate intelligence often resides at the frontline. It is at the customer interface where value is created daily — and where problems first appear. Empowering the frontline becomes imperative and achieves two goals:

    1️⃣ It drives better real-time decisions. Effective responses to the crisis can be identified and implemented immediately.

    2️⃣ It fosters dedication and loyalty among intrinsically motivated team members. It builds commitment and creates ownership.

    Of course, in Tayloristic organizations operating in sluggish markets, decision-making may still be best placed at the top. But that’s a different discussion.

    Once the urgency subsides, the leader’s responsibility is to address the root cause that turned the issue into an emergency, and to build a system that prevents the next crisis.

    Because the ultimate measure of leadership isn’t just how you resolve a crisis, but whether you create conditions that make the next one less likely.

    #Leadership #CrisisManagement #OrganizationalLearning #Empowerment

  • Game Practice #3: The Stag Hunt

    Game Practice #3: The Stag Hunt

    Why trust is the silent partner in every high-stakes deal

    Imagine two hunters. They can either each chase a rabbit (a guaranteed but small reward) or cooperate to hunt a stag (a much bigger win, but only if both fully commit).

    That’s the Stag Hunt, a classic game theory model.

    And it plays out all the time in B2B negotiations. In theory, both parties benefit most by pursuing the joint optimum. But in practice, fear of being left hanging leads one or both sides to settle for a lesser but safer option.

    Here’s how it shows up:

    • A supplier won’t invest in custom tooling because they’re unsure the buyer will commit long-term.
    • A client wants innovation, but won’t share enough information to enable it.
    • A strategic partnership fails to launch because neither side wants to go first.

    These aren’t failures of logic — they’re failures of trust and coordination.

    In high-stakes negotiations, the size of the prize often depends on how well you can manage uncertainty, build credibility, and signal commitment.

    If you want the stag, you can’t just say it, you have to show it. You need to convince the other side you’re in it with them. Build transparency into your actions. Ensure commitment is visible across various levels of the organization. Embed structures into your agreements that reinforce mutual investment.

    Trust isn’t built on promises. It’s built through risks taken together.

    Follow this series as we explore other real-life games that shape negotiation behavior and how to play them wisely.

    #Negotiation #GameTheory #Strategy #Trust #B2B #CreatingSharedSuccess

  • Game Practice #2: The Game of Chicken…

    Game Practice #2: The Game of Chicken…

    … and Why It’s Risky in Negotiations

    Two cars. One road. Both speeding toward each other. Who swerves first…? Who “blinks”?

    Welcome to the Game of Chicken — a game of escalation, brinkmanship, and bluffing.

    Almost every negotiator can tell a tale about it:

    • One side threatens to walk away unless their demands are met (”take it or leave it”).
    • Both parties push harder, waiting for the other to yield.
    • Stakes rise. Deadlines loom. Neither wants to be the one to “give in.”

    And sometimes?… They crash.

    Chicken is about who’s more committed to not giving in — or at least appears to be. But in B2B negotiations, playing Chicken is dangerous, both for the initiator and for the counterparty. You risk long-term relationships for short-term wins, possibly creating reputational damage that outlasts the deal. You might back yourself into a corner with no room to maneuver. And if you allow the game to be played, you educate the other party as to what is acceptable, setting a precedent.

    So what’s the smarter play?

    ✅ Know when to project resolve — and when to signal flexibility.

    ✅ Prepare your alternatives — so you’re not bluffing with nothing behind you.

    ✅ Read the other side’s constraints carefully. Are they really playing Chicken — or just holding firm?

    To play Chicken, be sure there are few alternatives available to the other side. To counter Chicken, having a good BATNA gives you a way out.

    This is part two of our series on game theory — or rather: game practice — in B2B negotiation. Missed part one? Catch up on “The Prisoner’s Dilemma”. Next up: the Stag Hunt — and the trust it takes to pursue shared value.

    #Negotiation #GameTheory #Strategy #B2B #CreatingSharedSuccess