Many teams are trained to chase agreement as quickly as possible, interpreting “Yes” as the ultimate sign of success. But in practice, not all “Yes” responses are equal. A quick “Yes” might be counterfeit, offered as an escape route, or confirmation, with no real commitment behind it.

Negotiation Series - The Illusion of “Win-Win”

Many executives encourage their teams to pursue “win-win” outcomes in every negotiation. While well-intentioned, this often leads to poorly defined wins and unnecessary concessions. In reality, what looks balanced on the surface can mask value leakage over time.