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Category: Negotiation

“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.
May 1, 2025
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.
April 29, 2025
Influencing: How effective are you?

The ability to influence others is a fundamental skill for you as a business professional, as it determines your impact and success. But what factors are at play when measuring influence effectiveness?

According to research, your influence effectiveness boils down to four critical elements — each one reinforcing and amplifying the others when used well:

T × O × P × S = Influence Effectiveness

(T) : the Tactic you choose to employ

Select the right approach for the situation and the person you’re influencing. Logical persuasion? Inspirational appeal? Match tactic to target.

(O) : your Organizational Power base

Leverage your organizational power, which comes from your role, resources, information, network and/or reputation.

(P) : your Personal Power base

Draw on your personal strengths—your expertise, communication skills, character, charisma, and your relationships with others.

(S) : your Skill at using the tactic

Even the best tactic fails if executed poorly. Refine your skills through practice, feedback and deliberate improvement.

Influencing isn’t about getting your way—it’s about enabling better outcomes. Which part of this equation do you need to develop next? Think about your next important conversation and how you could improve your TOPS to get better results!

April 16, 2025