Just about every deal has the possibility to close – but they don’t.
Being focused on results is critical. But you can’t ignore or underestimate the role that emotions play in business.
In theory, business is about providing a service and getting compensated. But is that all there is in getting a deal closed?
The biggest deal can close. But if there is tension and resentment, it can affect future deals, a company’s culture and workplace.
Consider this scenario: A company closes a major deal that generates national attention. The president of a company conducts every interview on behalf of the firm, never alluding to a team effort. Partners feel sytematically excluded. Celebrations follow with a half-hearted response from partners. One partner chooses not to come.
Putting aside the fact that circumstances change and power shifts, is this good business?
We can’t ignore the role of emotions in business.
