Strategic Memos

The first number in a negotiation acts as a gravitational field. I explain how the Anchoring Effect distorts valuation and how to surgically remove a supplier’s initial price anchor.

The INTP profile is rare but critical. I analyse how to manage the "Einstein" type - the strategic disruptor who questions your assumptions to eliminate systemic inefficiency.

Stop confusing rank with power. I dissect how to engineer leverage in supply chain negotiations by altering the risk profile, not your budget.

In India, a contract does not guarantee performance; the relationship does. I analyse the critical operational differences in Indian business culture, from the "Phantom Yes" to the consensus hierarchy.

Negotiation is not art; it is math. I explain the Zone of Possible Agreement (ZOPA) and why failing to calculate it costs companies millions in lost margin.

Gandhi’s strategy was not passivity; it was asymmetric warfare. I analyse the INFP profile to show how convictions can defeat raw power in negotiation.