Negotiation

Last week, two extraordinary African women, Lupita Nyong’o and Angélique Kidjo, sat down in conversation to mark 25 years of Inside Africa, and what unfolded was a masterclass in agency, identity, and the power of choosing your own narrative. Lupita spoke about her breakout role in 12 Years a Slave with a humility that belies its global impact. She called it a blessing, not just because it earned her an Academy Award, but because it forced the world to see an African woman in her full humanity. And yet, in the most predictable and depressingly typical turn, she revealed that many of the roles she was offered after her Oscar win were… more slave roles. As though an African woman with dark skin could only settle for her womanhood being understood through trauma. That moment, that narrowing of imagination, is exactly what she refused to accept. She spoke candidly about the roles she refused, the tropes she would not accept and the expectations she quietly pushed back against. Because visibility without dignity is not progress and representation without depth is not liberation. From the disbelief of sudden global fame to what she describes as becoming a “joyful warrior,” Lupita revealed how intentional she has been about the spaces she occupies. She has chosen roles that affirm complexity, beauty, power, and history and, in doing so, she is reshaping how the world sees Africans, especially African women. Angélique Kidjo, a legend in her own right, held the conversation with the grace of someone who has spent her life challenging narrow narratives. Their exchange was warm, fierce, and deeply affirming: two women from different corners of the continent reflecting on how far we’ve come, and the work still ahead. And woven through that conversation were three lessons worth carrying: 1. Guard your identity fiercely. If you don’t define who you are, the world will happily define it for you and often in the smallest way possible. 2. Choose dignity over visibility. Not every opportunity is progress. Sometimes saying no is the most powerful act of self-respect. 3. Tell your own story before someone else tells it for you. Narrative power is real. Lupita’s career is proof of what happens when you take authorship of your life. At a time when Africa’s stories are still too often flattened, erased, or sensationalised, this conversation was a reminder that we are not waiting for the world to define us. We are defining ourselves. And doing it strategically, #AfricanConversations #Superstars #Dignity #Narrative #Africa

I used to dread negotiations early in my career... Then I realized: Being a strong negotiator isn’t about confrontation. It’s about developing the right frameworks. Here are five game-changing approaches to  negotiate every deal more effectively: 🤝 The 4 Phases Framework (h/t: Roy Lewicki) Great negotiators don’t jump straight to bargaining.  They follow a structured process: • Preparation (lay the groundwork) • Information Exchange (build mutual understanding) • Bargaining (explore potential solutions) • Commitment (secure the agreement) 💪 The BATNA Strategy (h/t: Roger Fisher & William Ury) Your power in any negotiation comes from knowing  your Best Alternative to a Negotiated Agreement (BATNA). It’s your safety net, your source of confidence.  Always define it before you start. 🎯 The Negotiation Matrix (h/t: Lewicki & Hiam) Different situations call for different strategies: • High stakes? Compete. • Building a long-term relationship? Collaborate. • Minor issue? Avoidance might be best. • The relationship is too critical? Accommodate. • Both matter equally? Compromise. 🤔 The Harvard Principled Negotiation Method (h/t: Fisher, Ury & Patton) This is a game-changer: Focus on interests, not positions. Instead of asking what they want, ask why they want it. That’s where real value creation happens. 🎯 The ZOPA Framework (h/t: Fisher & Ury) The Zone of Possible Agreement (ZOPA) is where deals get made. Understanding both sides’ limits helps you identify common ground. Everything else? It's just noise. Key takeaway: The best deals happen when both sides feel heard. And the most successful negotiators aren’t the most aggressive. They’re simply the most prepared. ♻️ Find this valuable? Repost to your network. 💡 Follow Eric Partaker for more on business & leadership.

🇷🇺 Deep dive into the components of hybrid threats: the criminality +fear mix at the heart of the hybrid warfare waged against Europe 🇪🇺 By GLOBSEC & International Centre for Counter-Terrorism (2025). The report identifies a crime–terror–information nexus, where illicit networks, coercive tactics, and influence ops are deliberately intertwined. It highlights how important info ops are to bring in the “denial” element. Take aways : 🔹Russia’s hybrid operations increasingly rely on criminal structures to project power, generate instability & maintain deniability. 🔹 Integrated hybrid architecture The nexus is reflects a deliberate state design combining: – Organised crime (smuggling, money laundering, trafficking, contract killings); – Terrorist or paramilitary methods (sabotage, targeted violence, coercion); – Information operations (disinformation, intimidation, perception management). These vectors operate in parallel to overwhelm institutional defences and blur the boundary between internal security, intelligence, and defence domains. 🔹 Use of criminal intermediaries Criminal groups and illicit facilitators serve as proxies for covert action. They provide logistics, financing, or access, while enabling plausible deniability for the Russian state. This networked approach decentralises risk while preserving strategic control through Russian intelligence services. 🔹 Information and cognitive effects The information dimension functions as an amplifier for physical or financial disruption. Each operation is supported by a narrative layer — false attribution, manipulated leaks, coordinated online amplification — intended to create confusion and distrust in European publics and institutions. These techniques belong to the domain of cognitive warfare, seeking to degrade perception, cohesion, and decision-making rather than infrastructure. 🔹 Institutional stress and legal asymmetry European states face cross-domain operations that sit at the intersection of criminal law, counter-terrorism, and national security. Legal and institutional silos hinder coherent responses. Existing mechanisms for attribution, evidence collection, and prosecution are poorly adapted to state-directed hybrid criminality. ➡️ Soviet active measures tactics multiplied by 1️⃣ Tech acceleration – cybercrime, digital finance, social platforms amplifying reach and speed. 2️⃣ Systemic integration – criminal, informational& coercive tools coordinated under a single strategic logic. 3️⃣ Expanded targeting – Europe is engaged across multiple vectors simultaneously: financial, informational, and cognitive. Russia’s crime–terror nexus is not a parallel phenomenon but a core component of state strategy, designed to exploit Europe’s openness, legal fragmentation, and trust-based institutions. ➡️persistent, low-visibility confrontation below the threshold of war.

I was shadowing a coaching client in her leadership meeting when I watched this brilliant woman apologize six times in 30 minutes. 1. “Sorry, this might be off-topic, but..." 2. “I'm could be wrong, but what if we..." 3. “Sorry again, I know we're running short on time..." 4. “I don't want to step on anyone's toes, but..." 5. “This is just my opinion, but..." 6. “Sorry if I'm being too pushy..." Her ideas? They were game-changing. Every single one. Here's what I've learned after decades of coaching women leaders: Women are masterful at reading the room and keeping everyone comfortable. It's a superpower. But when we consistently prioritize others' comfort over our own voice, we rob ourselves, and our teams, of our full contribution. The alternative isn't to become aggressive or dismissive. It's to practice “gracious assertion": • Replace "Sorry to interrupt" with "I'd like to add to that" • Replace "This might be stupid, but..." with "Here's another perspective" • Replace "I hope this makes sense" with "Let me know what questions you have" • Replace "I don't want to step on toes" with "I have a different approach" • Replace "This is just my opinion" with "Based on my experience" • Replace "Sorry if I'm being pushy" with "I feel strongly about this because" But how do you know if you're hitting the right note? Ask yourself these three questions: • Am I stating my needs clearly while respecting others' perspectives? (Assertive) • Am I dismissing others' input or bulldozing through objections? (Aggressive) • Am I hinting at what I want instead of directly asking for it? (Passive-aggressive) You can be considerate AND confident. You can make space for others AND take up space yourself. Your comfort matters too. Your voice matters too. Your ideas matter too. And most importantly, YOU matter. @she.shines.inc #Womenleaders #Confidence #selfadvocacy

𝟓 𝐏𝐫𝐨𝐜𝐮𝐫𝐞𝐦𝐞𝐧𝐭 𝐋𝐞𝐬𝐬𝐨𝐧𝐬 𝐟𝐫𝐨𝐦 𝐚 ₹𝟏𝟗,𝟕𝟎𝟎 𝐂𝐫 𝐌𝐢𝐬𝐭𝐚𝐤𝐞 What every procurement leader must learn from the JSW–Bhushan Steel chaos 𝗕𝗮𝗰𝗸𝗴𝗿𝗼𝘂𝗻𝗱 : In 2019 JSW Steel won the bid to acquire Bhushan Power & Steel under India’s Insolvency & Bankruptcy Code (IBC). Deal value : ₹19,700 Cr. Funds were infused. Operations taken over. 𝘊𝘰𝘯𝘵𝘳𝘰𝘭 𝘢𝘴𝘴𝘶𝘮𝘦𝘥 𝗕𝘂𝘁 𝗜𝗻 𝗠𝗮𝘆 𝟮𝟬𝟮𝟱: The Supreme Court has canceled the entire deal ❌ Declares the process illegal Orders liquidation instead That’s true a company that JSW ran for years is now off its books Overnight 𝗕𝘂𝘁 𝗪𝗵𝘆 𝗧𝗵𝗶𝘀 𝗛𝗮𝗽𝗽𝗲𝗻𝗲𝗱 ? ⛔ 𝐓𝐢𝐦𝐞𝐥𝐢𝐧𝐞 𝐛𝐫𝐞𝐚𝐜𝐡: IBC allows 270 days. This deal dragged on for over 500 ⛔ 𝐏𝐫𝐞𝐦𝐚𝐭𝐮𝐫𝐞 𝐜𝐨𝐧𝐭𝐫𝐨𝐥: JSW took over without full legal closure ⛔ 𝐏𝐫𝐨𝐜𝐞𝐬𝐬 𝐠𝐚𝐩𝐬: The resolution process lacked statutory rigor 𝘛𝘩𝘦 𝘊𝘰𝘶𝘳𝘵 𝘳𝘶𝘭𝘦𝘥 𝘵𝘩𝘢𝘵 𝘵𝘪𝘮𝘦 𝘦𝘹𝘵𝘦𝘯𝘴𝘪𝘰𝘯𝘴 𝘤𝘢𝘯𝘯𝘰𝘵 𝘫𝘶𝘴𝘵𝘪𝘧𝘺 𝘱𝘳𝘰𝘤𝘦𝘥𝘶𝘳𝘢𝘭 𝘷𝘪𝘰𝘭𝘢𝘵𝘪𝘰𝘯𝘴 𝐖𝐡𝐚𝐭 𝐓𝐡𝐢𝐬 𝐌𝐞𝐚𝐧𝐬 𝐟𝐨𝐫 𝐘𝐨𝐮 𝐀𝐬 𝐀 𝐏𝐫𝐨𝐜𝐮𝐫𝐞𝐦𝐞𝐧𝐭 𝐋𝐞𝐚𝐝𝐞𝐫 : This is a brutal real-world case study in contractual discipline and risk management. 1️⃣ 𝗗𝗲𝗮𝗱𝗹𝗶𝗻𝗲𝘀 𝗮𝗿𝗲 𝗟𝗔𝗪 — 𝗡𝗼𝘁 𝗦𝘂𝗴𝗴𝗲𝘀𝘁𝗶𝗼𝗻𝘀 Contracts with statutory or regulatory timelines must be treated as non-negotiable. 2️⃣ 𝗟𝗲𝗴𝗮𝗹 𝗖𝗹𝗼𝘀𝘂𝗿𝗲 > 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗖𝗼𝗻𝘁𝗿𝗼𝗹 Never take charge of suppliers, assets, or projects until contracts are 100% sealed and validated. 3️⃣ 𝗣𝗮𝗽𝗲𝗿 𝗧𝗿𝗮𝗶𝗹𝘀 𝗣𝗿𝗼𝘁𝗲𝗰𝘁 𝗬𝗼𝘂 Assumptions don’t win in court. Documentation does. 4️⃣ 𝗜𝗻𝗰𝗹𝘂𝗱𝗲 ‘𝗪𝗵𝗮𝘁-𝗜𝗳’ 𝗖𝗹𝗮𝘂𝘀𝗲𝘀 𝗶𝗻 𝗛𝗶𝗴𝗵-𝗦𝘁𝗮𝗸𝗲 𝗖𝗼𝗻𝘁𝗿𝗮𝗰𝘁𝘀 Always draft contingency, rollback, and reversal clauses — especially in M&A, Capex, or long-term supply contracts. 5️⃣ 𝗚𝗼𝘃𝗲𝗿𝗻𝗮𝗻𝗰𝗲 𝗶𝘀 𝗡𝗼𝘁 𝗕𝘂𝗿𝗲𝗮𝘂𝗰𝗿𝗮𝗰𝘆 — 𝗜𝘁’𝘀 𝗜𝗻𝘀𝘂𝗿𝗮𝗻𝗰𝗲 Be the leader who slows down when it matters. Because speed without structure kills deals. Have you seen contract risks like this in your industry? #JSW #bhushansteel #India #Contract #Contractdrafting #Purchsing #Procurement #Industry #Mergerandaquisition #Riskmanagement #Leadership #CXOinsights #SMARTProcurement #ContractRisk #SCM

In the U.S., you can grab coffee with a CEO in two weeks. In Europe, it might take two years to get that meeting. I ’ve spent years building relationships across both U.S. and European markets, and if there’s one thing I’ve learned, it’s this: networking looks completely different depending on where you are. The way people connect, build trust, and create opportunities is shaped by culture-and if you don’t adapt your approach, you’ll hit walls fast. So, if you're an executive expanding globally, a leader hiring across regions, or a professional trying to break into a new market-this post is for you. The U.S.: Fast, Open, and High-Volume Americans love to network. Connections are made quickly, introductions flow freely, and saying "let's grab coffee" isn’t just polite—it’s expected. - Cold outreach is normal—you can message a top executive on LinkedIn, and they just might say yes. - Speed matters. Business moves fast, so meetings, interviews, and hiring decisions happen quickly. But here’s the catch: Just because you had a great chat doesn’t mean you’ve built a deep relationship. Trust takes follow-ups, consistency, and results. I’ve seen European executives struggle with this—mistaking initial enthusiasm for long-term commitment. In the U.S., networking is about momentum—you have to keep showing up, adding value, and staying top of mind. In Europe, networking is a long game. If you don’t have an introduction, it’s much harder to get in the door. - Warm introductions matter. Cold outreach? Much tougher. Senior leaders prefer to meet through trusted referrals—someone who can vouch for you. - Fewer, deeper relationships. Once trust is built, it’s strong and lasting—but it takes time to get there. - Decisions take longer. Whether it’s hiring, partnerships, or leadership moves, things don’t happen overnight—expect a longer courtship period. I’ve seen U.S. executives enter the European market and get frustrated fast—wondering why it’s taking months (or years!) to break into leadership circles. But that’s how the market works. The key to winning in Europe? Patience, credibility, and long-term thinking. So, What Does This Mean for Global Leaders? If you’re an American executive expanding into Europe… 📌 Be patient. One meeting won’t seal the deal—you have to earn trust over time. 📌 Get introductions. A warm referral is worth more than 100 cold emails. 📌 Don’t push too hard. European business culture favors depth over speed—respect the process. If you’re a European leader entering the U.S. market… 📌 Don’t wait for permission—reach out. People expect direct outreach and initiative. 📌 Follow up fast. If you’re slow to respond, the opportunity moves on without you. 📌 Be ready to show value quickly. Americans won’t wait months to see if you’re a fit. Networking isn’t just about who you know—it’s about how you build relationships. #Networking #Leadership #ExecutiveSearch #CareerGrowth #GlobalBusiness #US #Europe

You're in a job interview, you get the offer—but the salary? Way lower than expected. The worst move? Accepting on the spot. The second worst? Declining outright. Here's how you can take the 'ick' out of negotiating: 1. Start with Gratitude →“Thank you for the offer.” 2. Share Excitement →“I’m really excited about the role and joining the company.” 3. Address the Salary →“Before I accept, I’d like to discuss the salary. It’s below what I believe reflects the market value for my experience.” 4. Reinforce Your Value →“I’m confident my expertise in A and B, and my contributions to C and D will drive success here.” 5. Reiterate Market Value →“Based on my research and track record, I believe a salary range of X to Y would be more in line with the industry.” Where to do research? Check salary data on sites like Glassdoor, Payscale, and LinkedIn, or ask industry peers and recruiters for real-world insights. Pro tip: Use multiple sources to get a well-rounded view and always adjust for location and years of experience. P.S. Have you ever accepted a salary because you didn't know how to negotiation? I'll go first: Yes, I have...

GET OUT OF YOUR TEAM’S WAY Managers, it’s time to stop treating employees like they need constant supervision. They shouldn’t have to apologise for having lives outside of work either. Trust your team to deliver, and you’ll create a positive, productive environment where everyone can thrive. Hiring the right people is just the beginning. The real magic happens when you trust and empower them. Trust means allowing your team the freedom to manage their work without hovering, showing that you respect them as capable adults who can balance both their professional and personal lives. This goes beyond just being flexible with time off. It’s about building a culture where people feel trusted to do their jobs in the way that works best for them - whether they’re in the office, working remotely, or handling personal matters during the day. The focus should be on outcomes, not micromanagement. Micromanaging stifles creativity and kills motivation. Trust, however, inspires people to do their best work. When you give your team ownership and the space to succeed, you’ll see them flourish. Here’s how to build that culture:
 * Hire the Right People: Ensure they have the skills and align with your company’s values.
 * Trust Your Team: Let them take ownership of their work, and resist the urge to micromanage.
 * Give Them Freedom: Allow them to make decisions and provide the tools they need.
 * Develop Strong Leaders: Train leaders to support their teams without controlling them.
 * Keep Communication Open: Foster an environment where people feel safe sharing ideas and feedback.
 * Celebrate Wins: Recognise achievements to keep motivation high.
 * Support Work-Life Balance: Encourage a healthy balance to enhance well-being and productivity. ♻️Neha K Puri

Make your budget process smoother! Use my checklist based on my 15 years of experience. 🔗 Download it here: https://lnkd.in/edvf5exs Here is what is inside: 1️⃣ Preparation & Planning 🔲 Understand management's expectations concerning growth, strategy & profitability 🔲 Set clear financial goals and differentiate between short and long-term objectives 🔲 Establish a structured approach for managing the budget process (deadlines, owners) 🔲 Ensure that budgeting activities align with the organization’s overarching goals and priorities Tip: you can use ChatGPT to draft your budget instructions or budget memo. If you want to learn how to use ChatGPT for Finance, you can learn it here: https://lnkd.in/e8RGdYsK 2️⃣ Sales Planning 🔲 Choose an appropriate method for sales planning 🔲 Detail your budget sufficiently for effective analysis 🔲 Consider external factors like market trends, economic conditions impacting the business 🔲 Ensure accurate phasing of the sales plan 🔲 Conduct 'what-if' analysis to understand impacts on resources and profitability 3️⃣ Operational & Resource Planning 🔲 Plan for production, delivery, and workload 🔲 Account for direct headcounts & determine capacity 🔲 Determine material needs and plan for necessary investments 🔲 Collaborate with cross-functional teams to develop a comprehensive operational plan 4️⃣ Costing & Overhead Planning 🔲 Compute standard costs: direct labor, material costs, and manufacturing overhead allocation 🔲 Budget for individual departments and allocate overhead costs accordingly 5️⃣ Financial Statements & Reporting 🔲 Translate the budget into key financial statements: Income Statement, Balance Sheet, & Cash Flow 🔲 Establish a structured reporting process to communicate budget-related information to stakeholders 🔲 Create a visual budget performance dashboard to quickly assess the financial performance 6️⃣ Monitoring & Analysis 🔲 Regularly monitor and analyze budget variances to identify deviations 🔲 Perform sensitivity analysis to understand potential impacts on the budget 🔲 Leverage financial data analysis tools to identify trends, patterns, and opportunities for improvement 7️⃣ Communication & Collaboration 🔲 Foster open communication and shared financial goals in relationships, both internally and externally 🔲 Engage with stakeholders from different departments to gather valuable insights 🔲 Develop and communicate clear budgeting policies and procedures 8️⃣ Final Review & Implementation 🔲 Review the budget for any inconsistencies or errors 🔲 Communicate the finalized budget to all relevant departments and ensure its implementation 👉 Did I miss anything? Get this checklist to organize your budget process. Link below in comments.

🌟 𝐒𝐭𝐨𝐩 𝐓𝐡𝐢𝐧𝐤𝐢𝐧𝐠 𝐁𝐢𝐠 - 𝐒𝐭𝐚𝐫𝐭 𝐓𝐡𝐢𝐧𝐤𝐢𝐧𝐠 𝐖𝐢𝐝𝐞! The biggest breakthroughs don’t happen by digging deeper into one area - they happen when ideas, industries, and technologies collide. Think about it: AI combined with IoT has transformed healthcare. Sustainability powered by cloud solutions is opening new markets. The magic lies at the 𝐢𝐧𝐭𝐞𝐫𝐬𝐞𝐜𝐭𝐢𝐨𝐧𝐬 - where fresh opportunities emerge. 🚀 𝐖𝐡𝐲 𝐓𝐡𝐢𝐬 𝐌𝐚𝐭𝐭𝐞𝐫𝐬 1️⃣ 𝐅𝐚𝐬𝐭𝐞𝐫 𝐈𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧: Combining technologies like AI and cloud accelerates growth. 2️⃣ 𝐍𝐞𝐰 𝐌𝐚𝐫𝐤𝐞𝐭 𝐑𝐞𝐚𝐜𝐡: Partnerships across industries unlock untapped customers. 3️⃣ 𝐒𝐡𝐚𝐫𝐞𝐝 𝐕𝐚𝐥𝐮𝐞: Cross-industry collaboration lowers costs and drives new value. At Deloitte, I’ve seen the power of collaboration. By partnering with organizations like #Celonis, #Schaeffler, #HumboldtInnovation, and #GermanEntrepreneurship, we’ve established the European non-profit AI ecosystem, #KIPark. This initiative brings together players from different industries to unlock innovation. For example, we’ve developed an ESG platform, marking a significant step toward sustainable solutions that are robust and business-relevant. 🛠️ 𝐓𝐡𝐫𝐞𝐞 𝐖𝐚𝐲𝐬 𝐭𝐨 𝐒𝐭𝐚𝐲 𝐀𝐡𝐞𝐚𝐝 1️⃣ 𝐋𝐨𝐨𝐤 𝐎𝐮𝐭𝐬𝐢𝐝𝐞 𝐘𝐨𝐮𝐫 𝐈𝐧𝐝𝐮𝐬𝐭𝐫𝐲: Who could you partner with to create something new? 2️⃣ 𝐁𝐮𝐢𝐥𝐝 𝐌𝐢𝐱𝐞𝐝 𝐓𝐞𝐚𝐦𝐬: Pair data scientists with operations or customer-facing teams. 3️⃣ 𝐄𝐱𝐩𝐞𝐫𝐢𝐦𝐞𝐧𝐭 𝐁𝐨𝐥𝐝𝐥𝐲: Start small pilots that combine tech and business ideas. 🌍 𝐓𝐡𝐞 𝐁𝐨𝐭𝐭𝐨𝐦 𝐋𝐢𝐧𝐞 The future belongs to businesses that connect the dots others don’t see. Breadth - not just depth - is the key to growth and resilience. 💬 𝐘𝐨𝐮𝐫 𝐓𝐮𝐫𝐧 What’s one unexpected partnership or idea you’ve seen recently that sparked innovation? Let’s exchange ideas. Who knows what new intersections we might uncover together? #Deloitte #AI #Innovation #Leadership #BusinessStrategy #Partnerships 𝐴𝑟𝑡𝐵𝑎𝑠𝑒𝑙. 𝐶ℎ𝑎𝑛𝑔𝑒𝑂𝑓𝑃𝑒𝑟𝑠𝑝𝑒𝑐𝑡𝑖𝑣𝑒. 𝐹𝑜𝑢𝑛𝑑 𝑎𝑡 @𝑔𝑎𝑏𝑟𝑖𝑒𝑙𝑙𝑒𝑒𝑒𝑟𝑢𝑡ℎ