Advice, Tools and Stories to support leaders
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In small organizations, leaders may mistakenly value providing answers over creating space for team contributions. Deliberate silence fosters better negotiation outcomes and encourages ownership among team members. By resisting the urge to fill pauses, leaders enhance…
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The Strategic Value of “No” in Negotiation
Negotiation is often seen as achieving “yes,” but a strategic “no” can be more valuable, especially in complex B2B contexts. It signals deeper issues that warrant exploration. Embracing “no” fosters collaboration and understanding, revealing constraints and…
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Understanding Three Types of Yes in Negotiation
In “Never Split the Difference,” Chris Voss explains three types of “yes”: the Affirmative Yes, which shows understanding; the Commitment Yes, which drives action; and the Counterfeit Yes, a polite deflection. Recognizing these distinctions is crucial…
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Why Silence can Signal Resistance in Organisations
The content discusses how silence in organizations often signals disengagement, loss of trust, or passive resistance, especially after significant changes like acquisitions. A case study illustrates how a CEO misinterpreted a quiet leader’s disengagement as acceptance,…
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The Strategic Value of Exiting Customers
Ending a customer relationship can be vital for business growth. Misalignment, rather than fault, often causes these relationships to falter. Strategic exits can enhance clarity, morale, and focus. Evaluating economic value, strategic fit, and cultural compatibility…
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