Latest Posts
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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…
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A Question of Leverage: When Perceived Power Reverses the Game
In complex negotiations, the dynamics of power are rarely static. They shift—sometimes subtly, sometimes dramatically—as parties use leverage to improve their own position or reassess that of their counterparts. The following case illustrates how a perceived imbalance of power can be strategically challenged—even in the absence of a real alternative. It will show that alternatives…
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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…