Exploring Quote by Roger Martin
“Typically to get toward a productive outcome in negotiation you have to make the initial move of genuinely exploring someone's model. If you don't, it is unlikely that they will be willing to explore yours. And if you genuinely explore and understand theirs - without judging it - they will be willing to explore yours. Once they reach that point, they are primed to explore the productive combination of both models and won't be as obsessed about trying to make sure their model prevails.”
About This Quote
Source Book: The Design of Business, Roger Martin, 2009
Effective negotiation begins by sincerely exploring the other party’s perspective, which builds trust and openness to combine ideas.
In simple terms: Explore others' views first to create collaborative solutions.
Key Takeaway
Listen first, then propose.
Themes
negotiation
trust
collaboration
Mood
thoughtful
strategic
Type
advice
insightful
When to use this quote
- business meetings
- team projects
- conflict resolution
Key Concepts
Perspective taking
mutual benefit
model integration
Questions to Reflect On
- How can you show genuine curiosity without seeming manipulative?
- What barriers prevent honest model sharing?
A Different Perspective
May be time‑consuming and risky if the other side is uncooperative.
