Insight #352:
Oh, so much tough talk lately from supposed leaders about negotiating favorable deals. Tough talkers think that win-lose deals are worth fighting for. Genuine leaders know that win-lose deals are deeply destructive to all parties involved.
That’s why authentic leaders aim for mutually beneficial deals. This way, all parties commit to make the deal work. And no party wastes resources on watchdogs, enforcers, and mudslinging.
If you cannot make your deal mutually beneficial, then walk away. Win-lose only matters in sport, not in real life.
I learned this lesson many years ago when I worked at a big international shipping company. Back then the company owned the two biggest deep-sea rescue-salvage tugs in the world. I was a member of a team tasked with negotiating to merge this business with a competitor, one with a different angle to ocean salvation and repair.
One day, our team reported our progress to the senior VP in charge of the merger. We expressed our concerns about the “other side.” The VP stopped us and said, “Either both sides gain, or the merger is off.” With that blunt statement, he warned us to change our approach to the merger, and specifically our attitude about the “other side.” Or he would cancel the merger. And so we did.
Guess what? The merger was a success. Lesson learned.
Welcome to my side of the nonsense divide.
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