{"version":"1.0","provider_name":"New Zealand","provider_url":"https:\/\/www.scotwork.com\/nz","author_name":"Brian Buck","author_url":"https:\/\/www.scotwork.com\/nz\/blog-nz\/author\/brian\/","title":"Too much flexibility kills deals - New Zealand","type":"rich","width":600,"height":338,"html":"<blockquote class=\"wp-embedded-content\" data-secret=\"cMvB53lSkL\"><a href=\"https:\/\/www.scotwork.com\/nz\/blog-nz\/too-much-flexibility-kills-deals\/\">Too much flexibility kills deals<\/a><\/blockquote><iframe sandbox=\"allow-scripts\" security=\"restricted\" src=\"https:\/\/www.scotwork.com\/nz\/blog-nz\/too-much-flexibility-kills-deals\/embed\/#?secret=cMvB53lSkL\" width=\"600\" height=\"338\" title=\"&#8220;Too much flexibility kills deals&#8221; &#8212; New Zealand\" data-secret=\"cMvB53lSkL\" frameborder=\"0\" marginwidth=\"0\" marginheight=\"0\" scrolling=\"no\" class=\"wp-embedded-content\"><\/iframe><script>\n\/*! This file is auto-generated *\/\n!function(d,l){\"use strict\";l.querySelector&&d.addEventListener&&\"undefined\"!=typeof URL&&(d.wp=d.wp||{},d.wp.receiveEmbedMessage||(d.wp.receiveEmbedMessage=function(e){var t=e.data;if((t||t.secret||t.message||t.value)&&!\/[^a-zA-Z0-9]\/.test(t.secret)){for(var s,r,n,a=l.querySelectorAll('iframe[data-secret=\"'+t.secret+'\"]'),o=l.querySelectorAll('blockquote[data-secret=\"'+t.secret+'\"]'),c=new RegExp(\"^https?:$\",\"i\"),i=0;i<o.length;i++)o[i].style.display=\"none\";for(i=0;i<a.length;i++)s=a[i],e.source===s.contentWindow&&(s.removeAttribute(\"style\"),\"height\"===t.message?(1e3<(r=parseInt(t.value,10))?r=1e3:~~r<200&&(r=200),s.height=r):\"link\"===t.message&&(r=new URL(s.getAttribute(\"src\")),n=new URL(t.value),c.test(n.protocol))&&n.host===r.host&&l.activeElement===s&&(d.top.location.href=t.value))}},d.addEventListener(\"message\",d.wp.receiveEmbedMessage,!1),l.addEventListener(\"DOMContentLoaded\",function(){for(var e,t,s=l.querySelectorAll(\"iframe.wp-embedded-content\"),r=0;r<s.length;r++)(t=(e=s[r]).getAttribute(\"data-secret\"))||(t=Math.random().toString(36).substring(2,12),e.src+=\"#?secret=\"+t,e.setAttribute(\"data-secret\",t)),e.contentWindow.postMessage({message:\"ready\",secret:t},\"*\")},!1)))}(window,document);\n<\/script>\n","thumbnail_url":"https:\/\/www.scotwork.com\/wp-content\/uploads\/sites\/56\/2026\/06\/Too-much-flexibility-1.jpg","thumbnail_width":1582,"thumbnail_height":1062,"description":"Late stage negotiations are often defined by tension. The broad contours of the deal are clear. The economics are understood. Each side knows roughly where the other side stands. Yet, progress can stall. Many negotiators attempt to resolve a potential stalemate by applying pressure; either dangling carrots or threatening sanctions. Often this fails. When it does the problem isn't leverage, it's structure.  The better approach?...."}