Leverage Hides In The Assumptions
The greatest opportunities often emerge when you challenge assumptions others take for granted.
The Best Argument Doesn't Always Win
How incentives, relationships, and timing often outweigh logic.
The Problem Behind the Problem
Why solving the stated problem is often different from solving the real one.
Trust Is Built Before the Negotiation
The most important negotiation work happens long before positions are exchanged.
Never Assume the Decision Maker Shares Your Criteria
Why intelligent people often reach different conclusions from the same facts.
Don't Evaluate the Move. Evaluate the Position.
Assess decisions by the options they create, not the immediate outcome.
Can the First Step Stand on Its Own?
How to evaluate proposals that rely on future promises to justify today's actions.
What Assumptions Are We Accepting?
Every decision rests on assumptions. The most dangerous are the ones left unexamined.