Latest Posts
-
đź“š 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: âś… Overcoming the Winner’s Curse When negotiators rush…
-
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…
-
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…