Daily Archives: November 16, 2010

One of the big mistakes I have seen over and over during my business career has been executives negotiating against themselves.  I’m not talking about simple role-playing to sort out how best to attack a problem.  What I mean is a group of businesspeople sitting together to plan strategy or review a contract and talking themselves out of a deal point because they believe that the other side won’t go for it even though they’ve heard nothing from the other side.   Dummies!  Here’s what I think is a better approach. Continue reading →