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@RayDalio Radical openness is oxygen when trust is high (teams, long-term partners). In zero-sum/low-trust deals, early full transparency can cost leverage.
The art: all-in internally to expand the pie, selective externally until the moment is right.
How do you balance the two?
Trump floats buying Greenland in 2019.
World laughs it off as absurd.
Denmark says "not for sale."
But suddenly everyone's talking Arctic security—Russia's bases, China's mining plays, melting routes.
Was the "purchase" idea ever the real goal?
Fast-forward to 2026: Trump revives it, adds pressure (tariffs threatened), forces Davos talks with NATO.
Outcome? Denmark commits billions more to Arctic defense. NATO explores stronger presence. US gets updated base access.
The outrageous ask shifted the frame.
Classic high-stakes tactic: anchor extreme to make your actual want (allied investment in shared defense) feel reasonable.
Think - calibrated pressure forces the counterparty to reveal priorities and move. Outrageous opens often beat polite requests in geopolitics (and boardrooms).
Genius negotiation or dangerous bluff? Did Trump play 4D chess to strengthen NATO's Arctic flank... or just swing wild?
What's your read?
India & EU just closed a landmark FTA after 20 years of talks—unlocking a combined $27T market.
Why did it finally happen?
They shifted from rigid positions (tariffs on dairy, cars) to shared interests: growth, resilient supply chains, mutual wins.
Pure Getting to Yes:
Separate the people from the problem.
3 practical takeaways for your next business or real estate deal:
Patience compounds. Early rounds collapsed, but they kept iterating. In vendor contracts or property negotiations, use "What if...?" questions to explore flexibility without locking in commitments.
Build trust incrementally. Regular summits maintained momentum.
Pro move:
Schedule informal check-ins in high-stakes talks—before deadlines create pressure.
Expand the pie instead of splitting it. This deal grows opportunities for both sides. Chris Voss fans know: Never split the difference when you can create more value.
Which of these do you see missing most in deals today?
Or what's the longest negotiation you've stuck with that paid off?
Drop your thoughts below—I read every reply.
#Negotiations #Business