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Complexity Series: Abnormality as the Norm (pt.2)

Complexity Series: Abnormality as the Norm (pt.2)

In the previous entry of this series I broke down complexity in the abstract, detailing how the uncertainty principles inherent in business-to-business complexity don’t necessarily equate to increased risk if approached with the correct tools. However, to understand...
Time Travel Negotiation: The Art of Framing

Time Travel Negotiation: The Art of Framing

Many businesspeople pride themselves on their ability to assess situations “objectively”, viewing the facts as they are. They would often describe this skill as one of detachment, in which letting go of emotional clutter and taking a bird’s eye view allow for more...
Complexity Series: Abnormality as the Norm (pt.1)

Complexity Series: Abnormality as the Norm (pt.1)

Complexity. The word alone is enough to disturb business owners and investors alike. Constantly reminded of the harsh reality of the unpredictability in the market, we are inundated with tools for analysis and organization of data as a linear series of causality....
Playing for Keeps: Why “Winning” Makes You Lose

Playing for Keeps: Why “Winning” Makes You Lose

In negotiation, everyone has goals. Whether those be profitability targets, price brackets, or something more nebulous like mutual understanding, we all establish success metrics. Having goals enables us to determine how much value is generated in a negotiation, and...
Negotiate Everything; Utility and You

Negotiate Everything; Utility and You

Except for seasoned veterans, most people tend to feel intimidated by the negotiation table. The prospect of a mutually profitable agreement often seems impossible to achieve among the sea of less-effective compromises and obligations. But it doesn’t have to be this...
Negotiation Style #5: Collaborate

Negotiation Style #5: Collaborate

Not a day goes by without another “collab” between a fashion brand and the latest social media influencer. The released product may very well be overpriced, and you might not like what it stands for, but the potential gains that stem from these collaborative efforts...