Two people stood firm, certain the ball was black or white—until movement revealed both were right. The lesson? Certainty often blinds us to the bigger picture.
Business as a Ball of Many Colors:
In deals, conflicts, or team disputes, we anchor ourselves to “our side” (budgets, timelines, priorities) and dismiss opposing views as “wrong.” Consider:
- A founder insists on rapid scaling; their CFO advocates for caution. Both want the company to thrive.
- A sales team pushes for discounts to close deals; finance resists to protect margins. Both aim for growth.
- A negotiation stalls over terms: one side prioritizes flexibility, the other security. Both seek a sustainable partnership.
Empathy as Strategy:
The moment we step into another’s vantage point, conflict transforms:
- Ask, don’t assume: “What pressures are they facing that I don’t see?”
- Map their landscape: Their incentives, constraints, and unseen “black or white” truths.
- Reframe the problem: Instead of “Who’s right?” ask, “How do our truths combine to create a better solution?”
The Cost of Stubbornness:
Deals collapse when egos > curiosity. A startup once lost a key investor by dismissing concerns about unit economics as “short-sighted.” Only later did they realize the investor had been burned by similar models—knowledge that could have reshaped the pitch.
Your Turn to Reflect:
- Recall a failed deal or conflict: What did the other side see that you initially ignored? How might acknowledging it earlier have changed the outcome?
- Next time tensions rise: Pause. Physically shift seats (or mentally shift roles). Ask: “If I were them, what would I fear? Want? Need?”
Perspective isn’t just a tool—it’s a competitive edge. The ball is never just black or white. Master seeing all its colors, and you’ll unlock solutions (and relationships) others can’t.
Leave a Reply