My First Million
The best business ideas come from noticing what's working and doing it better, faster, or for a different audience.
Solve the Problem, Don't Fight the Position
A negotiation approach that focuses on understanding the underlying needs and constraints of the other party rather than arguing against their stated positions
Decision Rule
When someone says 'we always do X', respond with 'help me understand what you're trying to protect against' instead of arguing against X
How It Works
Positions are often default responses that don't reflect actual needs. By understanding the underlying concern, you can often find creative solutions that meet both parties' core needs.
Failure Modes
Taking stated positions at face value without digging deeper
Arguing against policies instead of understanding their purpose
Not offering alternative solutions that address underlying concerns
Assuming the other party's constraints are immutable
Example Decision
“Instead of arguing against a security deposit requirement, ask what risks the landlord is trying to mitigate, then offer corporate guarantees, longer lease terms, or other risk mitigation that achieves the same protection.”