#44 – Make The Problem Bigger: How to Break Out of a Negotiation Deadlock
Description
What if the key to breaking a business deal deadlock isn’t narrowing the focus – but making the problem bigger?
This week on S4N, Gene explores the counterintuitive strategy of “enlarging the problem,” drawn from the book Swap: A Secret History of the New Cold War by Drew Hinshaw and Joe Parkinson. With stories from U.S. hostage negotiator Roger Carstens, Gene shows how widening the frame of a stalled conversation can unlock new options and shift outcomes – and gives you a step-by-step, seven-part military decision-making framework you can put to work in your own business challenges right away.
If you’re facing tough deals, complex team dynamics, or organizational gridlock, this episode offers a fresh way to create value and overcome stalemates.
Remember: negotiation is life.
Mentioned in this episode:
- Swap: A Secret History of the New Cold War, the 2025 book by Drew Hinshaw and Joe Parkinson
United States
