Building a Negotiation Team

At Amazon, two of my top engineers had a shouting match that ended in tears. This could be a sign of a toxic workplace or a sign of passion and motivation. Whether it becomes toxic or not all comes down to how management deals with conflict. In order to deal with conflict in your team, it is first essential to understand it. A Harvard study has identified that there are 4 types of conflict that are common in teams: 1. The Boxing Match: Two people within a team disagree 2. The Solo Dissenter: Conflict surrounds one individual 3. Warring Factions: Two subgroups within a team disagree 4. The Blame Game: The whole team is in disagreement My engineers shouting at each other is an example of the boxing match. They were both passionate and dedicated to the project, but their visions were different. This type of passion is a great driver for a healthy team, but if the conflict were to escalate it could quickly become toxic and counterproductive. In order to de-escalate the shouting, I brought them into a private mediation. This is where one of the engineers started to cry because he was so passionate about his vision for the project. The important elements of managing this conflict in a healthy and productive way were: 1) Giving space for each of the engineers to explain their vision 2) Mediating their discussion so that they could arrive at a productive conclusion 3) Not killing either of their passion by making them feel unheard or misunderstood Ultimately, we were able to arrive at a productive path forward with both engineers feeling heard and respected. They both continued to be top performers. In today’s newsletter, I go more deeply into how to address “Boxing Match” conflicts as both a manager and an IC. I also explain how to identify and address the other 3 common types of team conflict. You can read the newsletter here https://lnkd.in/gXYr9T3r Readers- How have you seen team member conflict handled well in your careers?

Your team isn't lazy. They're confused. You need a culture of accountability that's automatic: When accountability breaks down, it's not because people don't care. It's because your system is upside down. Most leaders think accountability means "holding people responsible." Wrong. Real accountability? Creating conditions where people hold themselves responsible. Here's your playbook: 📌 Build the Base Start with a formal meeting to identify the real issues. Don't sugarcoat. Document everything. Set a clear date when things will change. 📌 Connect to Their Pain Help your team understand the cost of weak accountability: • Stalled career growth • Broken trust between teammates • Mediocre results that hurt everyone 📌 Clarify the Mission Create a mission statement so clear that everyone can recite it. If your team can't connect their role to it in one sentence, They can't make good decisions. 📌 Set Clear Rules Establish 3-5 non-negotiable behaviors. Examples:  • We deliver what we commit to  • We surface problems early  • We help teammates succeed 📌 Point to Exits Give underperformers a no-fault, 2-week exit window. This isn't cruelty. It's clarity. 📌 Guard the Entrance Build ownership expectations into every job description. Hire people who already act like owners. 📌 Make Accountability Visible Create expectations contracts for each role. Define what excellence looks like. Get signed commitments. 📌 Make It Public Use weekly scorecards with clear metric ownership. When everyone can see who owns what. Accountability becomes peer-driven. 📌 Design Intervention Create escalation triggers: Level 1: Self-correction Level 2: Peer feedback Level 3: Manager coaching Level 4: Formal improvement plan 📌 Reward the Right Behaviors Reward people who identify problems early. (not those who create heroic rescues) 📌 Establish Rituals Conduct regular reviews, retrospectives, and quarterly deep dives. 📌 Live It Yourself Share your commitments publicly. Acknowledge your mistakes quickly. Your team watches what you do, not what you say. Remember: The goal isn't to catch people failing. It's to create conditions where:  • Failure becomes obvious  • And improvement becomes inevitable. New managers struggle most with accountability:  • Some hide and let performance drop  • Some overcompensate and micromanage We can help you build the playbook for your team. Join our last MGMT Fundamentals program for 2025 next week. Enroll today: https://lnkd.in/ewTRApB5 In an hour a day over two weeks, you'll get:  • Skills to beat the 60% failure rate  • Systems to make management sustainable  • Live coaching from leaders with 30+ years experience If this playbook was helpful... Please ♻️ repost and follow 🔔 Dave Kline for more.

The G.A.I.N.S. Comp Negotiation Playbook by Jacob Warwick Every successful negotiation starts with leverage. While most people ask, “What can you offer me?,” the people who secure the highest comp say, “Here’s how I’ll solve your most pressing challenges and create new possibilities for your business.” This shift isn’t semantic—it fundamentally transforms how decision-makers perceive your value. When you make them feel confident, inspired, and excited about the future you’ll build together, compensation becomes a natural reflection of that value, not a negotiation point. Whether you’re planning six months ahead or sitting in discussions right now, here’s the process Jacob Warwick developed through trial and error with hundreds of clients over 15 years. Here's the playbook: G: Gather intelligence. Go beyond the obvious. Dig into the company’s real challenges, understand who truly makes decisions (hint: it’s not always on the org chart), and know their market better than they do. A: Align with their needs. Stop selling your resume. Start demonstrating how you’ll solve their specific problems for the company/team. When you position yourself as the solution to their challenges—not just another candidate—the power dynamic shifts immediately. I: Influence key stakeholders. Create champions throughout the organization, not just with the hiring manager. Show each stakeholder how you’ll make their world better, and they’ll fight for your compensation later. N: Navigate complexity. Master the delicate dance of pushing for what you’re worth without creating tension. Know exactly when to advance discussions and when to build relationships. Timing is everything. S: Secure your value. Get agreements right, start delivering value before day one, and build the foundation for your long-term success. Here's more on part 1: G: Gather intelligence that others miss The most valuable information won’t show up in press releases or job descriptions. To build real leverage, spend time on three key intelligence domains: 1. Organization dynamics Forget the org chart—real power flows through history, unspoken alliances, and relationships. Approach: - Identify who gets consulted before decisions are made (often not who you’d expect) - Learn which past failures still haunt leadership thinking - Discover which rising stars have the CEO’s ear - Uncover the true drivers that aren’t discussed openly How to execute this: Before any interview, ask your network, “Who really influences decisions at this company?” and “Whose opinion does the leadership team value most?” The answers might surprise you. During the interview, ask questions such as: - How are decisions typically made in this organization? - Who are the key people I will collaborate with? - What’s the history behind this position? Is it new or am I replacing someone? - How can I best show up for you? And how can I best show up for [name other team member(s)]? Keep reading: http://bit.ly/3S1qiT2

Partnerships have a honeymoon period. But you can't build a successful partnership strategy that way. A successful partnership strategy can't survive on starry-eyed excitement. It needs consistent tracking, review, and adjustment. Setting up a routine for regular partnership reviews helps ensure that every partner continues to contribute value and align with your goals. Here’s a straightforward guide to establishing an effective review cadence: DURING MONTHLY CHECK-INS: Monitor Engagement and Pipeline Health: - Partner Engagement: Are partners actively promoting your solutions? Monitor how frequently partners engage, share leads, or collaborate on content. - Pipeline Health: Review the current status of partner-sourced leads. Are they progressing through the pipeline or stalling? This provides a pulse on lead quality and pipeline velocity. (Pro Tip: Use CRM dashboards to quickly visualize monthly trends. A partner falling behind in engagement or lead generation can be flagged for extra support before the issue impacts quarterly goals.) DURING QUARTERLY CHECK-INS (Quarterly Business Reviews or QBRs): Assess KPIs and impact: - Revenue Contribution: Track revenue from partner-sourced leads. Are partners contributing to target revenue goals? Compare this against previous quarters to detect any patterns. - Deal Velocity: Examine the average time for partner-sourced deals to close. Faster deal cycles may indicate strong alignment with your audience, while slower cycles could highlight areas for enablement improvement. - Retention and Renewals: Review retention rates for customers acquired through each partner. Higher retention often suggests the partner is bringing well-aligned, high-value leads. (Pro Tip: Share a summary of the QBR data with the broader team and executives. Keeping everyone informed boosts alignment across departments and reinforces the value of your partnerships.) DURING ANNUAL CHECK-INS (Annual Pipeline Audit): Evaluate & adjust long-term strategy - Trend Analysis: Review metrics like partner-sourced revenue, pipeline growth, and retention over the year. Look for trends that show which partnerships delivered consistent value and which may need reevaluation. - Resource Allocation: Identify high-impact partners and consider how to deepen those relationships. This could mean exclusive training, co-marketing, or more dedicated support to further accelerate growth. - Forecasting and Goal Setting: Use annual metrics to set achievable targets for the coming year. Which partner types or industries contributed the most? (Pro Tip: Use insights from the annual audit to adjust your Ideal Partner Profile and refine your partner strategy. Trends from a full year’s data will guide resource allocation and pinpoint where to focus for maximum impact.) Anything you'd add?

🌍 The Real Reason Your Team Isn’t Connecting Might Surprise You 🛑 You’ve built a diverse team. Communication seems clear. Everyone speaks the same language. So why do projects stall? Why does feedback get misread? Why do brilliant employees feel misunderstood? Because what you’re facing isn’t a language barrier—it’s a cultural one. 🤔 Here’s what that looks like in real life: ✳ A team member from a collectivist culture avoids challenging a group decision, even when they disagree. ✳ A manager from a direct feedback culture gets labeled “harsh.” ✳ An employee doesn’t speak up in meetings—not because they don’t have ideas, but because interrupting feels disrespectful in their culture. These aren't missteps—they’re misalignments. And they can quietly erode trust, engagement, and performance. 💡 So how do we fix it? Here are 5 ways to reduce misalignments and build stronger, more inclusive teams: 🧭 1. Train for Cultural Competence—Not Just Diversity Don’t stop at DEI 101. Offer immersive training that helps employees navigate different communication styles, values, and worldviews. 🗣 2. Clarify Team Norms Make the invisible visible. Talk about what “respectful communication” means across cultures. Set expectations before conflicts arise. 🛎 3. Slow Down Decision-Making Fast-paced environments often leave diverse perspectives unheard. Build in time to reflect, revisit, and invite global input. 🌍 4. Encourage Curiosity Over Judgment When something feels off, ask: Could this be cultural? This small shift creates room for empathy and deeper connection. 📊 5. Audit Systems for Cultural Bias Review how you evaluate performance, give feedback, and promote leadership. Are your systems inclusive, or unintentionally favoring one style? 🎯 Cultural differences shouldn’t divide your team—they should drive your innovation. If you’re ready to create a workplace where every team member can thrive, I’d love to help. 📅 Book a complimentary call and let’s talk about what cultural competence could look like in your organization. The link is on my profile. Because when we understand each other, we work better together. 💬 #CulturalCompetence #GlobalTeams #InclusiveLeadership #CrossCulturalCommunication #DEIStrategy

Leaders, Are You Building a Safe Space or Breeding Fear? The Line Between Leadership and Bullying Here’s the hard truth: The real test of leadership is how you respond when someone disagrees with you. Do you shut them down or invite them in? Psychological safety and challenge safety are not just buzzwords—they are fundamental to creating a thriving team. If your team feels afraid to speak up or challenge your ideas, you may have a problem on your hands. ❗ Warning Signs You’re Leading Through Fear: People agree with everything you say, no matter what. You notice a lack of diverse ideas or innovation in meetings. Your team gives you the bare minimum instead of their best work. So, how can you create an environment where people feel safe to disagree? 3 Tips to Build a Culture of Psychological Safety: 🧠 Invite Dissenting Opinions: Actively ask for opposing viewpoints in meetings. Show your team that differing ideas are not just tolerated—they’re welcomed. You might be surprised at the innovative solutions that arise when you foster a space for debate. 🗣️ Listen Without Judgment: When someone disagrees, resist the urge to react defensively. Pause, listen, and ask clarifying questions. Leaders who can manage their ego and avoid defensiveness build trust and respect. 💡 Encourage “Challenge” Moments: Create dedicated times where team members are encouraged to challenge ideas, processes, or even you as the leader. This can be done in a structured, respectful manner, ensuring everyone’s voice is heard and valued. The Bottom Line? Leaders who embrace disagreement aren’t weak—they’re the ones who create environments where creativity and innovation flourish. What’s your strategy for encouraging healthy disagreements in the workplace? Drop your thoughts in the comments below! #Leadership #PsychologicalSafety #Innovation #ChallengeSafety #TeamCulture #EffectiveLeadership

What struck me watching that clip wasn’t the game, it was the leadership principle behind it. Here’s the leadership mistake I see over and over again: Leaders confuse being nice with being clear. When a standard isn’t met, they soften it. They let it slide “just this once.” They believe they’re protecting morale. In reality, they’re training the team to treat commitments as optional. What the best referees, coaches, and executives do instead is brutally simple: They hold people to what they already promised. That’s the difference. You don’t need to invent new rules or pile on pressure, you simply bring people back to their own word. In my work with executives, I’ve seen this shift transform teams overnight: Reframe accountability. Instead of asking “why didn’t you,” ask “what do you need to deliver what you committed to?” Make the standard visible. Write it, repeat it, revisit it until there’s no fog around what “good” looks like. Never lower the bar in silence. If circumstances change, renegotiate openly. Quietly ignoring a miss destroys trust faster than the miss itself. The truth? People don’t lose respect because you hold them accountable. They lose respect when you don’t. Accountability is not about punishment. It’s about protecting the trust that makes performance possible. → Leaders: the next time someone misses a commitment, ask yourself: am I protecting their comfort, or am I protecting the culture? 🎥VC: onlyaminuteofaviation #SalesAndMarketing #RevenueGrowth #CustomerExperience

Managing conflict in my team is never easy but it's part of the job. Handling conflict within my team is a task that comes with its set of challenges, but it's essential for keeping the team functional and happy. Here's how I typically go about running a team meeting to address conflict: 1. Recognizing the Source: First, I identify what's causing the conflict. Before we even sit down for a meeting, I pinpoint what's causing the issue by talking to everyone involved. This usually involves speaking privately with the team members involved to understand their viewpoints. 2. Establish Objectives: Before calling the meeting, I define what we aim to achieve. Is it conflict resolution, finding a middle ground, or simply airing out grievances? Knowing the objective helps structure the conversation. 3. Set Guidelines: I establish ground rules for the meeting to ensure a safe space. This includes allowing everyone to speak without interruption and keeping the conversation respectful and on-point. 4. Facilitate Dialogue: During the meeting, I act as a facilitator rather than a dictator. I guide the conversation, ensure everyone has a say, and keep the discussion focused on the issue, not personal attacks. 5. Reach an Agreement: Once everyone has had their say, we work towards a solution. This is usually a compromise that may not satisfy everyone entirely but serves the greater good of the team. 6. Action Plan: We end the meeting by laying out an action plan, defining who will do what, by when, to resolve the issue. 7. Follow-Up: A few days to a week after the meeting, I follow up with the individuals involved and the team as a whole to ensure that the action items are being implemented and to see if the conflict has been resolved or reduced. By approaching conflict with a structured, open dialogue, and a focus on resolution, I find we can often turn what could be a divisive issue into an opportunity for team growth. "The best way to resolve conflicts is facing them, not avoiding them." Have a Positive, Productive and Safe Day! #TeamConflict #ConflictResolution #Leadership #TeamGrowth #EffectiveCommunication

3 Skills I Use to Resolve Team Conflict Conflict is inevitable in any team, but how we handle it can make all the difference. 🌍 Early on I learned this lesson the hard way. I had just finished a performance review with a team member, and I asked if they had any questions or concerns. Their response? "No point in talking further. You won't be here long anyway." 😲 I was stunned. In that moment, I had a choice: address the conflict head-on or avoid it altogether. I chose the latter, ending the conversation abruptly. 😓 But that interaction stayed with me. I realized that brushing conflicts under the rug was not only ineffective, but it was also holding me back as a leader. Many leaders avoid conflict for various reasons: ⏰ Time constraints 😨 Lack of confidence 😖 Fear of confrontation 🤝 Desire to maintain harmony 🤞 Hope that conflicts will resolve themselves However, I've learned that embracing conflict is a crucial leadership skill. ------I now focus on 3 actions----- 1. Transparency: I believe in open communication, being honest, and acknowledging conflicts. It's important to create an environment where team members can share their perspectives and concerns without fear of judgment or retribution. 2. Clear expectations: I communicate clear guidelines for how the team should interact, collaborate, and resolve conflicts. Everyone understands and commits to these expectations, creating a foundation for healthy conflict resolution. 3. Empathy and active listening: I work to understand each team member's perspective. This isn't about agreement; it's about genuinely listening and ensuring my team feels heard. I've learned that often the source of the conflict is not the surface issue but something unresolved. Without actively listening, it's tough to address the root issue. Building my confidence in addressing conflict wasn't easy. It took time, practice, and a willingness to step outside my comfort zone. If you're a leader struggling with conflict, know that you're not alone. Developing these skills is a process. Start by identifying what's holding you back, then commit to practicing these skills. The more you engage with conflict constructively, the more confident and effective you'll become. Embracing conflict is not about winning battles; it's about building trust, fostering understanding, and enabling your team to thrive. 

You built a MM team. But you’re still running an ENT process. Custom contracts. Multi-step legal reviews. Three-person approval chains for $15K ACV deals. Your reps aren’t inefficient. They’re being handcuffed. When you build a team to go down market but never adapt your motion, all you do is run ENT plays with much smaller payoffs. It’s a process mismatch, and it’s killing your velocity. Here’s what it looks like in the wild: - Your CPQ tool requires six steps for a one page contract. - Legal won’t touch anything under 3 weeks, even on redline-free deals. - Your stage definitions assume a stakeholder map, exec sponsor, and business case…for $18K. 🕺 Your reps spend more time navigating approvals than actually selling This isn’t a rep problem. It’s sales process debt. And it compounds every time you scale the team without scaling down the friction. Here are a few ideas re how to fix it: 1. Define the breakpoints across deal segments. - Don’t just build a “MM lane," but get crisp on what separates a $15K deal from a $150K one. - Identify where the process must diverge (approval logic, contracting, negotiation policy, stage definitions). 2. Build a segmented deal desk model. - Standard pricing, templatized contracts, pre-approved concessions. - Route anything under a certain threshold through a fast lane. No review, no delay. - Create process SLAs by segment. MM reps shouldn’t wait behind a $400K renewal. 3. Align stage definitions to intent and complexity, not company size. - ENT stages often assume multi-threading and exec validation. That doesn’t map to a fast moving $12K deal. - Define what “qualified” actually means in a MM motion - and cut the fat. 4. Rewire legal and finance collaboration with sales velocity in mind. - MM motions need pre-negotiated fallback positions, not weeklong redlines. - If your strategy changed but your approval paths didn’t, that’s on leadership...not legal. 5. Rethink comp plans and KPIs. - For MM, consider velocity-weighted compensation: short-cycle, multi-opportunity plays > single mega-deals. - Incentivize throughput, not just ACV. Especially when land-and-expand is the goal. 6. Pressure test your tech stack. - If your reps need a CPQ user manual for every quote, the tool’s wrong...or the process is. - Build automation around repeatable motion. Save human review for high risk or high variance deals. Scale isn’t just about more headcount. It’s about process-market fit. You don’t fix a MM motion with ENT muscle memory. You fix it by designing a system that matches the job.