Shorter reflections, LinkedIn series, and commentary on events, trends, and questions we encounter in our daily work. With the occasional book spotlight. Think of this as our notebook — where ongoing questions meet fresh observations.
Book Spotlight: “Pathways to Change”
In “Pathways to Change: Case Studies of Strategic Negotiations” Cutcher-Gershenfeld, McKersie, and Walton unpack how negotiations unfold w…
What’s So Special About Labor Negotiations?
Labor negotiations differ in fundamental ways from typical commercial negotiations. Understanding these distinctions can dramatically improve your str…
Negotiating the System, Not Just the Deal
When you walk into a negotiation, it might look like two individuals sitting across from each other, but in reality it is two systems negotiating thro…
Off-Season Preparation
The best athletes don’t wait for the season to start before they prepare. They train long before the competition begins, sharpening their skills, anal…
Can AI replace consultants?
I was recently asked whether AI threatens the consulting business model. No doubt, AI is revolutionizing the field—handling data analysis, detecting p…
When Expertise Becomes a Cognitive Trap
In Zen Buddhism, the concept of Shoshin—”beginner’s mind”—reminds us to stay open, curious, and free of preconceptions, no matter how expe…