Monthly Archives: November 2011

The ultimate negotiation strategy

Many years ago I read about tit for tat as the ultimate negotiation strategy.  This updated version  is an enhancement that really covers all bases – tit for tat with gratuitous friendliness.

The traditional tit for tat strategy says to start cooperatively then match the other party’s response (but don’t escalate).  However it may still escalate if you are not careful, so when things seem to be getting out of control, the enhancement of “gratuitous friendliness” means you can call a halt to the escalation.

Examples include “let’s take a step back”, “I think we are furiously agreeing here”, “let’s check in what we both agree on”, “we seem to have gotten off to a rocky start, let’s start over”, “I’m sorry if I have misunderstood”.  All these friendly / accommodating phrases, now make even more sense as ways to break a spiral of aggression.

Who should directors be responsible to?

After a month of argument and counter argument on the Next Director LinkedIn Group, I think it is time to move on and start to answer a much more interesting question: Who do we think directors should be responsible to?

Should we only be answerable to shareholders, or do we also have some obligation to our societies in which these businesses operate?