Latest Posts
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Book Spotlight: Negotiating Rationally (Bazerman & Neale)
Ever wondered why smart people sometimes negotiate irrational deals—or walk away from deals that would benefit everyone? In “Negotiating Rationally,” Max Bazerman and Margaret Neale unpack the psychological traps that cause negotiators to deviate from rational decisions and provide strategies to counteract these biases. Key insights include: ✅ Overcoming the Winner’s Curse When negotiators rush…
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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 axis. But it often gets confused with another dimension entirely: appreciation. 👉 Being firm doesn’t mean being rude. 👉 Being respectful doesn’t mean being soft. The key lies in shifting focus — away…
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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, and ensure traceability. The problem is when the procedure becomes the goal. Then you risk performing all the right steps — and still failing the outcome the procedures were meant to serve in the…