Shadow Negotiators

The most dangerous enemy is the one that lurks in the dark or moves between the shadows, but once a light is shined on her, she becomes less intimidating and an adversary that can be recognized for her strengths and weaknesses and thus act against and triumph, in negotiations if you can’t see the real decision-maker or influencers (that many times work in the shadows of the corporation), then you can’t truly negotiate a successful deal, at best you will reach your least desirable outcome (LDO) and at worst lose the deal and never know the real reason why!

In business or political negotiations, it is very uncommon for the shadow negotiator to be present at the negotiation table or present herself during the process, thus the importance of performing a ruthless professional background check into whom you are negotiating with and the organization's decision-making hierarchy.

IT IS YOUR RESPONSIBILITY TO IDENTIFY THE SHADOW NEGOTIATOR!