image two against one


Sure, we talk about win/win and if we can get what we want AND the other side gets what they want too…well, it’s time for arms round each other and a verse or two of Kumbaya. But, let’s not be naive, we want to win.

Yet, stacking the odds in our ‘obvious’ favor is not often successful. For example, if you and two others are calling on your client to discuss terms and perhaps renegotiate, let the client know the number of your team before you arrive. They may decide to ‘even up the odds’ or go with just one or two, but at least they are able to make a decision.

If you blindside them with superior numbers, arms get crossed and people get defensive. Then – nobody wins.