When’s the best time to disarm a bomb?

Before it goes off.

That’s what we were unpacking in yesterday’s Handling the Baggage webinar. (pun intended!)

Baggage is the emotional history we and the other party bring into our conversations and negotiations.

It’s the elephant in the room. The background music that drowns out the “substantive” issues on the table. 

And it matters. 

Baggage distorts conversations, inflames reactions and sabotages outcomes.

Yet, it’s tempting to ignore… I mean, if we just paper over that rotten fish stuck to the wall… no one will notice, right? It will stop smelling, surely?!?

Yeah, nah. 

Baggage kills deals. 

It contaminates relationships. 

That’s why the best negotiators and influencers make it a priority. To handle the baggage before it handles them…

…or the others in the room.

Thanks to everyone who joined the session. It was great to share stories and explore how we can better manage our own baggage and that of our counterparties. 

After all, airports know untended baggage is a problem. So should we.