Threats

Threats are a blunt instrument. “We’ll walk away.” “We’ll terminate the contract.” They are designed to trigger fear of loss.

But here’s the truth: most threats are bluffs. If walking away were truly their best option, they wouldn’t still be at the table. The skilled negotiator doesn’t react. They acknowledge the statement calmly, redirect to interests, and quietly test the credibility of the threat.

For CEOs, the lesson is simple: train your teams to see through posturing. Panic gives away value. Composure earns respect.

If you’d like your teams to stay steady when faced with threats, please contact me directly.