Common Outlook Consulting Inc. New Perspectives
October 2015 - Issue # 15-10
Founder's Message

I know; you're probably wondering what in the world "The Charge of the Light Brigade" (which took place during the Battle of Balaclava in the 1854 Crimean War) has to do with mindset and negotiation. Well, plenty, actually.

The Charge, in which the British Calvary and her allies met the Russian artillery head-on, should have been successful. Instead, it was a disaster because the troops were sent in the wrong direction. And while it is true the commanders who sent those brave men riding into that valley of shell and rifle fire, cannon balls and certain death, were at fault; the real blame lay in biases and poor planning. (See Biases in article here)  

Said differently, the blame lay in mindsets.

And while 161 years later, we are not the cavalry riding into battle; many of us bring a mindset to the negotiation table that says 'win', regardless of the loss to ourselves or to others.

So, before we charge in and create a skirmish that no one really ends up winning, let's examine 'mindset'. Let's think this through.

And on a completely different note for our Canadian readers, Happy Thanksgiving!


"Remember that not getting what you want is sometimes a wonderful stroke of luck."
~ The Dalai Lama


Winning at someone else's expense is our loss.


Coming Up  
Next month, we're going to take you into the heart of a negotiation and discuss the question you can ask that will have everyone at the table working together.



If, in preparing for a negotiation, you view it as a battlefield, you might want to look at your mindset. The way we see it, gone are the olden days when win/lose negotiation strategies might have had some merit. In our highly interdependent world, when you hurt someone else, you are often also hurting yourself.

The question good negotiators are asking themselves these days is: "Am I planning on building a relationship with this person/company or am I going to conduct a transaction?" We believe that the best possible answer is... both. Which then begs the question: "Will the relationship be running the transaction or will the transaction be running the relationship?"
Read more 


Peter Hiddema


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