The river

An important lesson from my negotiation class in business school was the concept of ‘the river’. When two parties battling in a war are negotiating a ceasefire line it is often not the relative power of the armies that dictates where the line is drawn, it is a geographical feature that is the natural separation line between the two forces. You can argue as much as you want, you know where the compromise is going to land in the end. Useful to remember when negotiating a business deal as well.

P.S. I was reminded of this by one of the endless tweets about the conflict in Ukraine today.