https://lgovea.com/tags/business-skills/ Recent content in Business Skills on lgovea Hugo en 2026 lgovea Tue, 27 Oct 2026 21:18:10 -0600 https://lgovea.com/posts/the-plan-survives-until-the-negotiation-starts/ Tue, 27 Oct 2026 21:18:10 -0600 https://lgovea.com/posts/the-plan-survives-until-the-negotiation-starts/ <p>I just finished a multi-variable negotiation exercise in my negotiation course at Stanford LEAD. Classifying issues was the hard part. Congruent ones, where both sides want the same outcome. Distributive ones, pure zero-sum. Integrative ones, where different priorities create value neither side sees alone. I didn’t know my counterpart’s interests, so I was probing for information while sorting at the same time. Once something looked integrative, the instinct was to build on it. But asking invites giving. If you ask for something, your counterpart expects something back, and if you hand over too much information, they might piece together your reservation price without you ever stating it.</p>