Work and power

Negotiation: protect the decision process

Evaluate terms and incentives without presuming a hidden personality type.

Educational perspective

Clarify the proposition

Identify what is being offered, what must be provided in return, who is authorized to make commitments, and what would happen if the arrangement fails. Important terms should be understandable before agreement.

Separate urgency from necessity

A deadline can be real. Ask what establishes it, which terms are negotiable, and whether there is enough time for the relevant review. Pressure itself is a reason to examine the process more carefully, not automatic proof of fraud.

Check material claims independently

For consequential commitments, seek appropriate professional review and verify identity, authority, and key representations through a source outside the interested party. Preserve the records you are authorized to retain.

Allow yourself to decline

A deal that cannot be evaluated may be unsuitable even when its promoter appears impressive. Consider both the cost of declining and the exposure created by proceeding without adequate information.