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Timing
⌛ The right proposal at the wrong time is still the wrong proposal. Sun Tzu considers that self-evident. The others around the table, apparently, do not. For what feels like an eternity, they have been debating strategy and power. Interests and relationships. Sun Tzu listens. Then he asks a question. “Why do people spend so…
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Coalitions
Many negotiations are won in direct confrontation with the other side. Benjamin Franklin considers that obvious. The others do not. “Why do people always focus on the other side?” Franklin asks. “Because that’s where the negotiation takes place,” replies Socrates. Franklin smiles. “Exactly.” Augustus looks up. Coalitions are one of the few subjects on which…
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Pressure
Every negotiation eventually reaches a moment when friendliness is no longer enough. Augustus has been waiting since the beginning of the evening for someone to raise this topic. “At some point, every negotiation needs pressure,” he says. Socrates fires back: “Or better questions?” Augustus briefly closes his eyes. It is not the first time tonight.…