Sun Tzu’s dictum, “Know Yourself, Know the Adversary” (i.e. the “Other”) is fundamental, but the great general philosopher doesn’t tell us how to know ourselves and how to know the other player; and, also, where we and they are strong and weak, and most essential in building Synergy, Trust, and Effective Collaboration where we are complementary and compatible.
Practice:
- 3 times this week you ran a PIPS analysis on an important player with whom you are currently or in the future negotiating; or with whom you negotiated in the Past and seek to gain insight into their character.