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Latest Blog:

Delegation of Value

I asked my teenage daughter, the artist, “If you were offered a well-paid commission to paint a mural, but under the condition that you had to get every brushstroke approved before you applied it, would you take the job?” She laughed and said, “That’s not how creativity works. Besides, if you’re hired to do a job, you should be allowed to do the job.” Then she told me I was weird. Weird or not, she’s right — creativity does not work that way, and we should let people do the jobs they were hired to do. But every day at the dealmaking table, we kill creativity and value creation by how we constrain our negotiators. You want to improve your bottom line? Let your dealmakers do their job. Here’s how. . .

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