Insights | News | 23 August 2017

What does gravity have to do with negotiation? 

Alistair White explains the forces exerting a gravitational pull on your negotiations, the impact they can have, and how to counteract them to maintain collaborative partnerships.

I want you to do something, and please bear with me. Can you take a small, non-fragile object near to hand - a pencil, a pen, a key ring - between your thumb and forefinger. Raise it about 20cm above a flat surface. And let go. It falls onto the flat surface, right? No big surprise there. Elementary physics. That’s gravity at work...

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