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.
Dealing with a stubborn person
How do you deal with a stubborn person? We’ve all had to face people who simply wouldn’t budge. It happens in all walks of life. In a negotiation, fac…
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 Rationa…
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…
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, …
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 …
Game Practice #6: The Battle of the Sexes
In this classic game theory scenario, a couple wants to spend the evening together. One prefers the ballet, the other a prize fight. But they both pre…