Latest Posts
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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 that show up in real business settings. These weren’t academic exercises. Each game surfaced dynamics like: But bear in mind: These models are archetypes of discrete, non-cooperative, often one-shot
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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 prefer going to either together than attend their favorite event alone. It’s less about getting your way—it’s about getting aligned. In the B2B context, such coordination problems are common
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Book Spotlight: Influencing with Integrity (Genie Laborde)
Can you influence effectively without manipulation? Absolutely. In her classic “Influencing with Integrity,” Genie Laborde provides powerful yet ethical techniques to shape outcomes and build relationships authentically. Key insights: ✅ Rapport is the Starting Point Effective influence begins with connection. Align your communication style with the other person’s sensory language (visual, auditory, kinesthetic) to facilitate