Sublime
An inspiration engine for ideas
In the business of advice-giving, it is not enough to be right—you have to earn the right to be right.
Charles H. Green • The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust
Russo and Shoemaker’s Winning Decisions (2002) Hammond et al.’s Smart Choices (2002)
Stephen Wendel • Designing for Behavior Change: Applying Psychology and Behavioral Economics
Move with shocking speed and minimum fanfare. Act with total confidence, but turn on a dime if new facts warrant. March in service of a sweeping vision, but pay obsessive attention to the details.
Charles R. Morris • The Tycoons: How Andrew Carnegie, John D. Rockefeller, Jay Gould, and J. P. Morgan Invented the American Supereconomy
Why might the other party say no?
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
The Science of Negotiation
Laurence Endersen • Pebbles of Perception: How a Few Good Choices Make All The Difference
Bargain on behalf of someone or something else, not yourself.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
What is your overall positioning theme?
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
How might it serve the other party’s interests to help you achieve your goals?
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
"why the 'haves' come out ahead" and suggests that the resources and experience available to established and on-going groups provide an advantage in litigation.