In the next section of the TABLE, I write down my Fall Lines. Fall Lines delimit a ‘search space’ of negotiation Solutions within which I am comfortable. I don’t like the look of the Solutions outside of this space, beyond the Fall Lines, and so when the negotiation...
The term ‘Fall Line’ is a geographical one. It defines the limit of a plateau of hard rock. Beyond the limit, the softer rock is eroded away by the action of rivers and streams, so that the latter drop at the Fall Line, forming rapids and waterfalls. If I imagine the...
It may sound presumptuous to want to Take Control. I am just one person, working in a team within a large organisation, supporting a client in another large organisation. Why should anyone let me Take Control? Aren’t there enough managers around who can do that? I...
Consider the following example … I meet a client to discuss a product problem, and the meeting has the following outcome: They agree to gather more data on the problem I agree to run certain tests We agree on a call in two day’s time to assess progress Did I...
A prospect asks me to visit them in order to present something about my company’s solutions. I make a good presentation – everyone is happy. They thank me, saying that it has given them new ideas. We have lunch together and part of good terms. Did I take control? (or...
