Irrational?
Until you find the ‘black swan’
1 min readSep 23, 2019
Their behavior is not irrational.
You’re lacking important information about them.
- Their motives
- Their state of mind
- Their tendencies
- Their past
- Their trajectory
Strategically uncover each of these through calibrated questions and meaningful conversation.
For each ‘black swan’ you find, their behavior will quickly reveal itself as completely rational.
That’s where you want to be when negotiating
In a place where both parties are knowingly actioning rationally.
