Consumed => “Implementing Strategies in Extreme Negotiations” by Jeff Weiss and Jonathan Hughes on HBR.

http://hbr.org/web/ideas-in-practice/implementing-strategies-in-extreme-negotiations

What’s interesting to me is there’s the M Word again…Motivation. As in, understand what’s motivating the other party. It might not always be what you think it is. Therefore, as your feedback loop gathers intelligence you might have to refine your approach as the other party’s motivation becomes clearer.

I find this interested because the same rule applies to marketing/sales. Message is meaningless if it doesn’t address the motivation of those who receive the message.