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2022 m. birželio 14 d., antradienis

Weak links in finance and supply chains are easily weaponized

 

"Russian sanctions highlight how network analysis is urgently needed to find and protect vulnerable parts of the global economy.

Before sanctions on Russia were introduced, nobody expected that the United States, the European Union, the United Kingdom, Japan, Canada and other nations would isolate Russia from the global economy in retaliation. Instead of limited and largely symbolic sanctions, which were all Russia faced when it returned Crimea and eastern parts of Ukraine in 2014, this latest response has had devastating ripple effects.

Key Russian banks have been denied access to the US dollar, foreign reserves and the Society for Worldwide Interbank Financial Telecommunication (SWIFT) messaging system, which banks use to relay financial information to each other. The United States and its allies blocked the export of high-end semiconductors to Russia’s technology and defence sectors, as well as software, oil- and gas-refining equipment and other items. As one US law firm put it, it is now illegal to knowingly supply a toothbrush to a company that occasionally helps to repair Russian military equipment.

Russia’s economy is reeling. The value of Ukraine’s currency, the hryvnia, has been knocked flat by the problems. No one knows what will unfold.

The biggest surprise is how this has been done — by weaponizing the networks that bind the global economy together. Financial and supply networks have chokepoints, which powerful states can use to punish individuals, businesses and even nations. Some of these points are known; many have yet to be identified.

There has been too little academic study of these pressure points, however. Policymakers lack the necessary data to make informed decisions. Companies hold information on supply chains close; governments and the public don’t have an overview. Data on financial and information networks and their vulnerabilities are similarly patchy.

For decades, policymakers have assumed that production and financial markets can largely look after themselves, with some oversight by regulators. These assumptions are poorly suited to a world in which hostile governments can weaponize the weak points in the global economy against their adversaries.

Data scientists, political scientists, economists and macrofinance scholars urgently need to map these networks to discover the points that pose the most threats and risks. As a first step, the United States has begun to survey supply relationships. More detailed knowledge would allow policymakers to close vulnerabilities where possible, and to mitigate them where it is not.

Some reforms, such as stress-testing banks to see whether they would survive unexpected turbulence, were enacted after the global financial crisis in 2007–09. These shored up the global financial system by discouraging risky speculation. But they are not enough to defend against targeted attacks.

Policymakers need to think about macro‑financial risks1. Some analysts have predicted that cutting Russian banks out of SWIFT might trigger the kind of global systemic collapse that nearly happened when Lehman Brothers, a financial-services firm in New York City, failed in 2008. They fear that Russian financial sanctions might destabilize payments between counterparties, creating a crisis of confidence that could feed on itself. Those early predictions have been wrong so far. But they highlight that there are uncertain consequences of removing major elements of a system whose deep workings and sources of stability remain unmapped.

Networks as weapons

Globalization has led to extraordinary economic efficiency. Money transfers happen in nanoseconds, not days or weeks. Global supply chains allow hundreds of suppliers in dozens of countries to build complex products, such as smartphones. Some supply chains are dominated by one country. For instance, China controls nearly all stages of photovoltaics manufacturing.

These links make economies more interdependent. Businesses in different countries might rely on a single supplier for the sake of efficiency — which creates risks if that supplier fails. As problems have spread across Ukraine, German car factories have fallen idle because they cannot obtain electronic cabling systems, or ‘wire harnesses’, produced by Ukrainian suppliers.

The global economy isn’t symmetric, an open system of links that offers many alternative routes when one closes, as conventional wisdom has supposed. It’s asymmetric: the flows of trade and finance rely on a relatively small number of hubs or nodes with many connections2,3. Control over those hubs allows governments to deny adversaries access to key parts of global economic networks4.

For example, in 2019, when South Korean courts found Japan potentially liable for forced labour during the Second World War, Japan threatened the South Korean electronics industry. Companies such as Samsung, based in Suwon-si, South Korea, relied on chemicals and components, including fluorinated polyimide and photoresists, to make their products. This made them vulnerable to pressure from Japan, which produced 90% of these precursors.

A few nations or companies have disproportionate sway over areas of finance and trade. For example, SWIFT is based in the EU, but is run by banks that rely on the US financial system. Transactions between non-US parties often rely on US dollars, which means that they have to be cleared through a small number of US-regulated financial institutions. And Silicon Valley in California controls much of the world’s advanced technology and computing.

Targeted attacks against chokepoints can quickly disrupt the entire network. In 2012, the United States and the EU cut Iran out of the global financial system by denying its banks access to dollar clearing and SWIFT. Iranian companies found it hard to get paid for oil, leading to a dramatic fall in exports. Complicated barter arrangements emerged: oil was exchanged for tea, zips and bricks. The impacts can reach farther than those from general shocks, such as supply-chain disruptions from the COVID-19 pandemic. Now, the US denial of some Russian banks’ access to the dollar effectively cuts them out of the global financial system.

Other nations could be brought into line. The United States also controls crucial intellectual property and design software for semiconductors. Fearing loss of access, non-US-based semiconductor manufacturers, including the Taiwan Semiconductor Manufacturing Company in Hsinchu, are complying with the US ban on exports to Russia. China-based manufacturers, such as the Semiconductor Manufacturing International Corporation in Shanghai, will face the threat of sanctions if they do not also cooperate.

Hidden weaknesses

Governments and firms need to prepare for disruptions from intentional, rather than random, shocks. And the fallout is hard to foresee.

Some vulnerabilities are well known. For example, China dominates the mining and refining of rare-earth elements, such as cerium and yttrium, used in many items, from mobile phones to wind turbines. In 2010, China halted shipments of rare-earth elements to Japan after a dispute over a captured fishing vessel — prompting fears that it could use its dominance in this market as a tool of coercion or retaliation. Since 2010, China’s share of rare-earth production has dwindled from a near monopoly to slightly less than 60% of the global market, although it still has a central role in processing these elements.

Similarly, many cars, phones and watches rely on the US GPS to determine their geographical location. GPS has military origins and is subject to federal control — leading Russia, China and the EU to develop their own competing satellite positioning systems, at a cost of billions of dollars.

 

Other vulnerabilities are more obscure. Only businesses themselves know what their supply chains actually look like, and even their knowledge is imperfect. They often know their first-tier suppliers (those they have direct relationships with), and might know their second-tier suppliers (those on whom their first-tier suppliers rely). After that, things get murky.

More weak links might be discovered only when another disaster or pandemic haphazardly reveals them. Before the COVID-19 pandemic, few people noticed or cared that a single German manufacturer produces roughly 75% of the machines for processing the fabrics that high-quality medical masks require, for example.

Vaccine manufacturing is dominated by a small club of mostly rich countries. Although not explicitly weaponized, this concentration of production power has brought rich countries to the front of the line for messenger-RNA-based COVID-19 vaccines while poorer countries still wait for adequate supplies.

Dark money

Key aspects of the global financial system resist understanding as well as regulation. The amount of money hidden in tax havens is possible to measure only indirectly5, and offshore dollars are hard to assess or control. ‘Dark pools’, in which large volumes of complex financial instruments are traded, are opaque to outsiders.

With so little to go on, impacts are difficult to predict. Even limited efforts to weaponize global networks can have big unanticipated consequences. For example, in 2018, the United States ‘designated’ Russian oligarch Oleg Deripaska and his companies — meaning US businesses were prohibited from having dealings with them, and businesses outside the United States could not facilitate their transactions. This put the customers and suppliers of enormous conglomerates, such as the aluminium processor United Company Rusal, based in Moscow, in legal jeopardy. It soon became clear that designating Rusal might devastate European car manufacturers and other businesses. The United States effectively wound down some of the sanctions by requiring Rusal and other companies to decrease Deripaska’s ownership stake.

Domino effects

As powerful governments take advantage of chokepoints, they risk escalation, disruption and retaliation. The sanctions on Russia are already affecting food markets. Ukraine and Russia together account for about 30% of global wheat production. Ukraine is a major exporter of barley and maize (corn) and produces nearly 50% of the world’s sunflower oil by volume. Between them, Russia and Belarus produce roughly 31% of global potash — a key ingredient of fertilizer. Fertilizer shortages risk exacerbating food shortages and human suffering.

Russia has countered that it might itself block exports of nickel and stop gas flows to Western Europe. It has imposed its own (largely symbolic) financial sanctions against US officials. Such measures could backfire in the medium term. Russia needs to earn hard currency from exports; many of its products can be bought elsewhere. Even so, substantial economic disruption is likely to happen in the next few years.

Russian retaliation might give rise to a vicious spiral of counter retaliation. Debates on nuclear war and cybersecurity conflicts focus on whether a shared understanding of a ‘ladder of escalation’, from less to more extreme uses, can lower risks6. No common picture of weaponized economic networks exists.

It is possible that the strong network of countries in the North Atlantic Treaty Organization and their allies will deter countermeasures. Equally, targeted countries might consider other ways to retaliate. Between the First and Second World Wars, fears of economic sanctions helped to spur Nazi Germany to grab territory to insulate itself from external pressure7. After the United States isolated Iran from the global financial system in 2018, Iran allegedly attacked shipping in the Strait of Hormuz, a geographical chokepoint for global energy flows.

Economic coercion and the economic fallout from military coercion could wreak havoc in a globally interconnected world and might make it difficult or impossible for governments to work together to tackle international problems, such as climate change, pandemics and global health.

Next steps

Addressing weaponized networks requires the collaboration of researchers in disciplines across the natural and social sciences.

The first step is to map the networks that bind the world. US President Joe Biden’s administration has already identified the lack of supply-chain data as an urgent policy priority. It is not yet clear whether Congress will provide sufficient funding to address it. Other governments, too, must gather data and consider how to minimize the security risks of sharing them. Preliminary mapping exercises in the United States and Europe highlight broad areas of dependency, including battery production.

Researchers should probe networks for vulnerabilities. Algorithms for network analysis can identify bottlenecks8. Economic models can test networks’ robustness to external shocks or attacks9. A qualitative understanding must be built, including of alliances and the politics of global finance. Dependencies between networks require study. For example, although oil markets are relatively robust (because one source of oil can reasonably be substituted for another), oil shipping depends on financial networks10 and shipping insurance, both of which have chokepoints.

Policymakers must assess how best to mitigate vulnerabilities before they are exploited. Strategies will depend on specifics. Substitutes and alternative suppliers might be found, as has happened for rare-earth elements. Some nations, including the United States and Australia, are beginning to accept the environmental consequences of mining and processing rare-earth elements to undermine China’s dominance.

Governments might subsidize domestic suppliers, as South Korea did. This could be more difficult than it looks. Supply relationships are complex, and businesses might still prefer to work with established partners. South Korea has found it challenging to reduce its dependence on Japanese materials for electronics. In the United States and the EU, domestic political stand-offs make it hard to agree on whether to boost renewables, frack for gas and oil or expand nuclear energy. Understanding the consequences of a changed security situation for the energy transition and climate change following Russia’s sanctions is a major research and policy challenge.

Where possible, arrangements between like-minded governments might underpin supply relationships. The EU and the United States are increasing cooperation in the production of advanced technologies, and other countries could look to join them. If cooperation is impossible, materials scientists and engineers will have to find substitutes for key inputs.

Sometimes, the vulnerabilities are ineradicable. China depends on foreign manufacturing facilities, or ‘fabs’, to manufacture advanced semiconductors. Despite hefty industrial subsidies, it has failed to catch up with cutting-edge techniques and processes. Addressing such vulnerabilities will involve difficult — and political — trade-offs between economic progress and national security.

Shoring up financial networks will be even harder. The SWIFT system and dollar-clearing networks were created during the cold war. For better or worse, few paid attention to their strategic implications. Countries that do not like the currently dominant networks will find it hard to create attractive alternatives under conditions of distrust. They might devise workarounds. For example, Iran built a clandestine financial micro-system to shelter itself from the US sanctions regime. Russia is trying to move away from transactions in US dollars. Some economists argue that India might try to maintain its neutrality and become a safe haven for politically risky financial assets.

A key question researchers need to ask is: under which circumstances might the network structures that the United States and the EU have weaponized start to unravel, to be replaced by alternative networks or a more fragmented global economy?

Answers will require exploring the hinterlands between economics, political science and macrofinancial history, as well as network science, complexity research, geography, materials science and other disciplines. Social scientists need to build integrated models to understand the interactions between these economic and political strategic decisions, and to gather data to test and refine.

The actions against Russia will accelerate the weaponization of global economic networks as countries look to exploit others’ vulnerabilities, secure themselves or both. Understanding and mitigating these security risks requires forging links among researchers." [1]

 

In countries with a well-developed political system, the turmoil caused by severe sanctions (escalation of inflation, threat of recession) is causing major political problems for politicians who have imposed those severe sanctions.(The Democrats in the USA risk to loose the control of Senate and House, Macron risks loosing the majority in French parliament,  Social Democrats of Mr. Scholz get voted out of power in important Germany's provinces, etc.). In Lithuania, power is transferred through the corrupt inheritance between Landsbergis' descendants, so huge mistakes in politics (the lonely tiny Lithuania's hybrid war with China) remain unpunished.

 

1. Nature 605, 219-222 (2022)

2022 m. birželio 13 d., pirmadienis

We win every day:

 At the graduation of Lukashenko's son, the underwear of the his female classmate formed the flag of Ukraine. 


Mes laimime kiekvieną dieną:

A. Lukašenkos sūnaus išleistuvėse bendraklasės apatinukai suformavo Ukrainos vėliavą.


Kaip derėtis, neatrodant, kaip kvailas niekšelis: gudrybė yra pakeisti savo atskaitos sistemą

  "Vienas iš svarbiausių įgūdžių bet kurioje karjeroje yra derėtis. Nuo pirmojo atlyginimo iki pat išėjimo į pensiją datos turėsite sugalvoti, kaip derėtis dėl to, ko norite.

 

    Tai nėra lengva – kai kuriems iš mūsų dabar tai ne ką geriau nei buvo tada, kai pradėjome veiklą prieš daugelį metų. Ir, matyt, Z karta taip pat iki galo neišsiaiškino. Praėjusį mėnesį „Fidelity“ paskelbta apklausa parodė, kad 58% jaunų specialistų, kurių amžius nuo 25 iki 35 metų, priėmė dabartinį darbo pasiūlymą be derybų.

 

    Bet tie, kurie derėjosi? Aštuoniasdešimt septyni procentai jų gavo bent dalį to, ko prašė.

 

    Taigi pabandyti verta, nors tai retai būna smagu. Kad suprastų, kaip geriausia tai padaryti, Barry Nalebuffas turi keletą patarimų. Jis pastaruosius 30 metų dėsto derybų, strategijos, inovacijų ir žaidimų teoriją Jeilio vadybos mokykloje, o naujausia jo knyga vadinasi „Skaldyk pyragą: radikalus naujas derybų būdas“.

 

    Tess Vigeland, „Wall Street Journal“ podcast'o „As We Work“ vedėja ir vyresnioji prodiuserė, kalbėjosi su daktaru Nalebuffu. Toliau pateikiamos redaguotos pokalbio ištraukos.

 

    WSJ: Kodėl mes nekenčiame derybų?

 

    DR. NALEBUFFAS: Daugelis žmonių mano, kad jie turi tapti, kaip durniais. Tai ne tai, kas jie yra, tai nėra veiksmingas būdas derėtis, bet jie mano, kad toks elgesys būtinas, jei apsisaugoti, kad jais nebūtų pasinaudota. Ir tai netiesa.

 

    WSJ: Visada atrodė, kad tai yra automatiškai priešiška. Dažniausiai norisi kažko daugiau, o kitoje stalo pusėje esantis žmogus dažniausiai nori tau duoti tiek, kiek gali išsisukti.

 

    DR. NALEBUFFAS: Jei neturite kitokios derybų sistemos, žmonės to ir griebsis.

 

    WSJ: Tai yra pagrindinis dalykas jūsų knygoje, kur jūs kalbate apie pyragą. Pradėkime nuo to, kaip turėtumėte galvoti apie tai kaip apie pyragą, o ne kaip tik pirmyn ir atgal. Ką mums reiškia tas pyragas derybose?

 

    DR. NALEBUFFAS: Žmonės paprastai yra sumišę, apie ką vyksta derybos. Leiskite pateikti pavyzdį naudojant mano motiną. Jos šeimininkas nusprendžia, kad rinka karšta, ir nori parduoti namą, kurį ji išsinuomoja. Ir taip jis jai sako: "Aš įtrauksiu šį namą į sąrašą už 800 000 dolerių. Bet kadangi tu man patinki, buvai gera nuomininkė, parduosiu tau už 790 000 dolerių“.

 

    GERAI. Koks pyragas? Dėl kokios priežasties jie veda šias derybas? Daugelis žmonių mano, kad tai susiję su namo kaina. Tačiau svarbiausia, kad jie gali sutaupyti 5% nekilnojamojo turto agento komisinio mokesčio, kuris čia būtų apie 40 000 dolerių.

 

    WSJ: Taigi jie derasi dėl 40 000 dolerių.

 

    DR. NALEBUFFAS: Tikrai. Taigi ji rašo atgal ir sako: „Žiūrėk, man patinka ši vieta, aš mielai ją nusipirkčiau. Džiaugiuosi, galėdama sumokėti rinkos kainą. Norėčiau su jumis padalinti 40 000 dolerių santaupas, 20 000–20 000 dolerių. “ Jis rašo ir sako: „Nemanau, kad jūs suprantate, kad tai karšta rinka. Todėl turėčiau gauti didenę dalį tų 40 000 dolerių santaupų“.

 

    Jos atsakymas yra toks: „Na, tai, kad tai karšta rinka, todėl kaina bus didelė, bet tai nereiškia, kad turėtumėte gauti daugiau iš tų 40 000 dolerių. Jei parduodate kam nors kitam už 800 000 dolerių, jūs surinksiu tik 760 000 dolerių. Jei nusipirksiu panašų namą iš bet kurio kito, turėsiu sumokėti 800 000 dolerių. Taigi jums manęs reikia tiek pat, kiek man reikia jūsų, kad sutaupytume tuos 40 000 dolerių.

 

    WSJ: Kai sprendžiate tai savo gyvenime, kaip išsiaiškinti, kokie yra to pyrago ingredientai, dėl ko ketinate derėtis?

 

    DR. NALEBUFFAS: Jūs klausiate, ką mes galime sukurti, dirbdami kartu, palyginti su tuo, ką galime pasiekti be jokio susitarimo?

 

    WSJ: Leiskite pateikti pavyzdį, kuris, mano nuomone, yra gana dažnas, ypač per pastaruosius metus, nes žmonės derasi, ar likti su savo įmonėmis, ar ne. Jei einate į derybas su savo dabartiniu darbdaviu, galbūt norite, kad atlygis būtų padidintas, o gal norite padidinti pareigas, o gal norite kažko visiškai kito. Apie kokius dalykus negalvojate, įeidami į tą kambarį?

 

    DR. NALEBUFF: Norime pagalvoti, kaip pyragą padaryti didesnį. O tai reiškia, kad norite prašyti pigių ir jums vertingų dalykų, o ne to, kas jiems brangu. Visų pirma, jūs nenorite prašyti kažko, kas jums verta dolerio ir kainuoja 10 dolerių. Ir viskas, ką jie daro už jus, ką jie turi padaryti dėl visų kitų, jiems yra labai brangu. Taigi, kokius dalykus jie gali duoti, kurie yra unikalūs jums, o ne visiems kitiems?

 

    WSJ: Kai prašote atlyginimo, jums nerūpi, ar įmonė turės tai padaryti ir už visus kitus. Kaip išsivaduoti iš tokio mąstymo, kuris susijęs su manimi, ir kaip suprasti, ko nori įmonė, palyginti su tuo, ką galėtumėte iš jos gauti?

 

    DR. NALEBUFFAS: Aš mėgstu, užuot klausęs žmonių, kur esate lanksčiausias, paklauskite jų, kur jie mažiausiai lankstūs? Ir tai jums pasakys, ko jie negali padaryti. Taip pat čia nurodomi visi kiti dalykai, kurių galite paprašyti.

 

    Man patinka žmonėms sakyti: bandykite „taip, jei“, o ne „ne, nebent“. Taigi, jei jie gali tai padaryti už jus, galite pasakyti „taip“, nes noriu duoti kitai pusei tai, ko jie nori. Ir jie nori, kad aš likčiau su kompanija, būčiau produktyvus, sukurčiau didesnį pyragą. Noriu, kad jie žinotų, kad jei galės man suteikti tai, ko prašau, jie gaus atsakymą „taip“, daugiau reikalavimų nebus.

 

    WSJ: Bet kuo tai skiriasi nuo grasinimo išeiti?

 

    DR. NALEBUFF: Tai labai skiriasi, nes jei sakote „ne, nebent“, jie nežino, ką gaus, jei pasakys „taip“. Galbūt pakeliui bus daugiau klausimų. Galbūt jūs tiesiog naudojate jį tam, kad gautumėte didesnį atlyginimą kitur. Taigi, jei norite, kad jie jums padarytų specialią išimtį, jie nori žinoti, kad jiems pasiseks. Tai didžiulis dalykas, kurį jiems duodate.

 

    WSJ: Atrodo, kad tam, kad tai pavyktų, reikia daug sąžiningumo ne tik iš savęs, bet ir iš kitos pusės. Ką daryti, jei derėsitės su žmogumi, kuris tikrai nenori to duoti? Ar yra būdas tai apeiti, jei susiduriate su kvailu niekšeliu?

 

    DR. NALEBUFFAS: Jei jie iš tikrųjų yra kvailiai, manau, kad galbūt ieškote kitur, kur norėtumėte dirbti, arba norite padėti sumažinti jų bruožus. Pasakykite: „Žiūrėkite, mano tikslas yra sukurti didelį pyragą, o jūs dabar negalite tiksliai žinoti, ką galiu sukurti. Aš to nežinau, bet ar galime susitarti, kad jei pasieksiu šiuos tikslus, šiuos pagrindinius veiklos rodiklius, štai kaip būsiu apdovanotas?" Taigi šiandien mums nereikia dalyti pyrago. Galime padalyti pyragą, kol jis kuriamas.

 

    WSJ: Man atrodo, kad čia tikrai yra du dalykai, į kuriuos kiekvienas turi sutelkti dėmesį. Vienas iš jų yra tęsti šį pokalbį atvirai. Ir tai neturėtų būti vienkartinis, tai turėtų būti kažkas, apie ką jūs nuolat kalbate, tiesa?

 

    DR. NALEBUFFAS: Taip. Pakalbėkite apie tai anksti.

 

    WSJ: Kitas dalykas yra tiesiog stengtis būti maloniu žmogumi.

 

    DR. NALEBUFF: Pabandykite ir leiskite pasireikšti natūraliai empatijai. Ir netapk tuo, kuo nesi. Pabandykite sutelkti dėmesį į vertę, kurią galite sukurti kartu, ir į tai, kodėl prasminga jums dviem dirbti toje pačioje vietoje." [1]

1.  C-Suite Strategies (A Special Report) --- How to Negotiate Without Looking Like a Jerk: The trick is to change your framework
Vigeland, Tess. 
Wall Street Journal, Eastern edition; New York, N.Y. [New York, N.Y]. 13 June 2022: R.5.

How to Negotiate Without Looking Like a Jerk: The trick is to change your framework


"One of the most important skills for anyone in their career is how to negotiate. From that first paycheck all the way to settling on a retirement date, you're going to have to figure out how to bargain for what you want.

It isn't easy -- some of us aren't any better at it now than we were when we started out many moons ago. And apparently Gen Z hasn't completely figured this one out, either. A survey released last month by Fidelity found that 58% of young professionals, ages 25 to 35, accepted their current job offer without negotiating.

But those who did negotiate? Eighty-seven percent of them got at least some of what they asked for.

So it pays to try, although it's rarely fun. To get a sense of how best to do it, Barry Nalebuff has some advice. He's been teaching negotiation, strategy, innovation and game theory at the Yale School of Management for the past 30 years, and his most recent book is called "Split the Pie: A Radical New Way to Negotiate."

Tess Vigeland, the host and senior producer of the Wall Street Journal podcast "As We Work," spoke with Dr. Nalebuff for the podcast. Following are edited excerpts from the conversation.

WSJ: Why do we hate negotiating?

DR. NALEBUFF: A lot of people think they have to become like a jerk. It's not who they are, it's not an effective way to negotiate, but they think it's necessary to protect themselves from being taken advantage of. And that's not true.

WSJ: It has always seemed to be automatically adversarial. You usually want something more, the person on the other side of the table usually wants to give you as little as they can get away with.

DR. NALEBUFF: If you don't have a different framework for negotiating, that's what people will resort to.

WSJ: This is the main thing in your book, where you're talking about a pie. Let's start with how you should be thinking of this as a pie rather than just a back and forth. What does that pie mean to us in a negotiation?

DR. NALEBUFF: People are typically confused what a negotiation is about. Let me give an example using my mother. Her landlord decides it's a hot market and wants to put the house she's renting up for sale. And so he says to her, "I'm going to list this house for $800,000. But because I like you, you've been a good tenant. I'll sell to you for $790,000."

OK. What's the pie? What's the reason they're having this negotiation? Most people think it's about the price of the house. But most important, they can save a 5% real-estate agent commission, which here would be about $40,000.

WSJ: So that $40,000 is really what they're negotiating over.

DR. NALEBUFF: Absolutely. And so she writes back and says, "Look, I like the place, I'm happy to buy it. I'm happy to pay market price. And I'd like to split the $40,000 savings with you, $20,000-$20,000." He writes back and says, "I don't think you understand it's a hot market. And therefore I should get more of that $40,000 savings."

Her response is, "Well, the fact that it's a hot market is why the price is going to be high, but that doesn't mean you should get any more of that $40,000. If you sell to anybody else at $800,000 you're only going to collect $760,000. If I buy a comparable house from anybody else, I'm going to have to pay $800,000. So you need me just as much as I need you to save that $40,000."

WSJ: When you're going about this in your own life, how do you figure out even what the ingredients are in that pie, what you are going to negotiate over?

DR. NALEBUFF: You ask, what is it that we can create by working together compared to what we can achieve without any deal?

WSJ: Let me give you an example that I think is fairly common, particularly over the past year or so, as people have been negotiating whether to stay with their companies or not. If you're going into a negotiation with your current employer, you want maybe a raise or maybe you want a bump in title or maybe you want something else entirely. What are the things that you're not thinking about as you walk into that room or over the Zoom?

DR. NALEBUFF: We want to think about how to make the pie bigger. And what that means is you want to ask for things that are cheap for them and valuable to you, not what's costly to them.

In particular, you don't want to ask for something that's worth a dollar to you and costs them $10. And anything that they do for you that they have to do for everybody else is super-expensive for them. So what are the things they can give that are unique to you and not to everybody else?

WSJ: When you're asking for a raise, you kind of don't care if the company is going to have to do it for everybody else too. How do you get out of that mind-set of this is all about me, and how do you figure out what the company wants versus what you might be able to get from them?

DR. NALEBUFF: One thing I like to do is instead of asking people, where are you most flexible, ask them, where are they least flexible? And that will tell you what it is they can't do. And it also tells you all the other things that you can ask for.

I like to say to people: Try "yes, if," rather than "no, unless." So that if they're able to do this for you, you are able to say yes, because I want to give the other side what it is they want. And what they want me to do is stay with the company, be productive, create a larger pie. I want them to know that if they are able to provide me with what I'm asking for, they're going to get a yes, there aren't more things coming down the road.

WSJ: But how is that different from threatening to leave?

DR. NALEBUFF: It's hugely different because if you say "no, unless," they don't know what they're going to get if they say yes. Maybe there's going to be more asks down the road. Maybe you're just using it to get a higher salary somewhere else.

So if you want them to make a special exemption for you, they want to know that they're going to be successful. That's a huge thing that you are giving them.

WSJ: It seems like for this to work, you need a lot of honesty, not just from yourself, but from the other side. What if you are negotiating with someone who really isn't willing to give that? Is there a way to work around it if you are up against a jerk?

DR. NALEBUFF: If they truly are a jerk, I think you might be looking elsewhere for where you want to work, or you want to help reduce the aspect to which they're a jerk.

Say, "Look, my goal here is to create a big pie, and you may not know exactly now what I can create. I don't know it, but can we agree that if I achieve these goals, these key performance indicators, here's how I will be rewarded?" So we don't have to split the pie today. We can split the pie as it's being created.

WSJ: It seems to me like there are really two things for everyone to focus on here. One is to continue to have this conversation openly. And it shouldn't be a one-off, it should be something that you talk about all the time, right?

DR. NALEBUFF: Yeah. Talk about it early.

WSJ: And the other thing is just to try to be a nice person.

DR. NALEBUFF: Try and let your natural empathy come through. And don't become somebody you aren't. Try and focus on the value that you can create together and why it makes sense for the two of you to be working in the same place." [1]

1.  C-Suite Strategies (A Special Report) --- How to Negotiate Without Looking Like a Jerk: The trick is to change your framework
Vigeland, Tess. 
Wall Street Journal, Eastern edition; New York, N.Y. [New York, N.Y]. 13 June 2022: R.5.