I recently attended a charming concert in the small French village of Saint Loup-Lamairé. The music was exquisite, but what truly captured my attention was the way the musicians communicated. Without a single spoken word, subtle glances, raised eyebrows, and the smallest of nods ensured perfect alignment and timing. Each player knew exactly when to lead, when to support, and when to step back — the result of countless hours of rehearsal.

It made me reflect on my own career in negotiation. Far too often, “preparation” before a high-stakes meeting amounted to a hurried coffee in a café nearby. While these quick chats can have value, they are no substitute for the rigorous, detailed preparation that separates the average from the exceptional.

When I observe some of today’s high-profile international negotiations, I see two distinct approaches: those who prepare thoroughly, explore alternatives, and coordinate their strategy — and those who assume others will simply comply with their wishes. The latter often flounder; the former tend to flourish.

In music, even the most gifted soloist cannot carry a performance without rehearsal with the ensemble. The same is true in negotiation. For a deal to succeed, every member of the team must understand their role, the timing of their contributions, and how to adapt in the moment — much like the great Jacques Loussier Trio, whose improvisations were built on a foundation of shared structure and trust.

Before entering the room, the team should have asked and answered critical questions, for example:

  • What do we want?
  • What do they want?
  • In what order will we trade concessions?
  • How good is our intelligence on the other side?
  • What signals will we use to communicate in real time?
  • Who has the authority to pivot if circumstances change?

These elements form the “score” of the negotiation — the framework within which disciplined improvisation can take place. Without it, even talented individuals can descend into discord. With it, the team moves as one, inspiring confidence in the counterpart across the table.

And confidence, in any negotiation, builds trust. And trust, like the finest music, is what truly sells. Please feel free to contact us.