Stop Negotiating Your Position

Stop Negotiating Your Position explains how positional bargaining turns problem-solving into a contest of credibility, slowing decisions and damaging trust - especially for senior executives who must preserve relationships beyond the deal. Using examples (Infosys board crisis, Camp David Accords, Disney–Pixar, and Oracle–PeopleSoft), it contrasts positions (what you demand) with interests (why you need it). It recommends diagnosing whether a situation is collaborative or a power contest, clarifying both sides’ underlying needs, using objective criteria, and being hard on the problem while staying respectful to people. Read the Full Transcript Here Related episodes: Redefining Success In The Second Half Of Your Career Navigating Career Crossroads Podcast Description: Vinod Wadhwani is long-time executive coach, who works with corporate leaders to help them in seeking new perspectives, while focusing on tangible benefits to them and their organization. On this podcast, he shares insights from the coaching conversations he has had with corporate leaders focusing on the specific leadership challenges they faced in their work life. Published: 22 April 2026