Most negotiations end better when both sides can explain the deal to someone else without wincing.

LEADERSHIP

WHAT THIS MEANS

A test for whether a deal is sound is whether both people could describe it to somebody else without flinching. Arrangements that only survive inside the room, where one side does not fully understand what they agreed to, tend to come apart later with interest. Winning that way creates a problem rather than solving one.

Before you settle anything, with a friend, a boss or a group, say the terms back plainly and check they would still agree knowing everything you know. If you would rather they did not know a part, that is the part to fix.

A QUESTION TO SIT WITH

Could the other side describe your last deal without embarrassment?

MORE IN STRATEGY, SILENCE & POWER

Free, with nothing to buy inside it.