Most of the time, we have an agenda, whether it is to close a deal, persuade others to “see the light,” or simply to win.

  • What if, instead, we let things unfold at their own pace?
  • What if, instead, we seek first to understand?
  • What if, instead, we invest in understanding where they are and meet them there?
  • What if, instead, we recognize that our stakeholders are individuals for whom “there” may be a different place for each of them?

But wait, you say, isn’t it all about having a plan? Isn’t the goal to win? Perhaps it is, and I wonder if our chances of winning go up when we stop trying to orchestrate the outcome.

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