Template:M intro isda qualities of a good ISDA: Difference between revisions

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 ===Confidence===
-{{Drop|Y|our form should}} also inspire confidence, and not ''[[fear]]'', in your own negotiating team. It is a fact of life that negotiators these days have less combat experience and expertise than they once had. To do a good, job a negotiator must be comfortable with her tools, not scared of them. She should ''understand'' her templates and the products they govern. She should go beyond the contract’s formal articulation to grasp the underlying commercial drivers of the business relationship.
+{{Drop|Y|our form should}} also inspire confidence, and not ''[[fear]]'', in your own negotiating team. It is a fact of life that the average negotiator these days has less combat experience or expertise than was once the case. To do a good, job a negotiator must be comfortable with her tools, not scared of them. She should ''understand'' her templates and the products they govern. She should go beyond the contract’s formal articulation to grasp the underlying commercial drivers of the business relationship.
-If she groks this, she can resolve most contractual points from first principles,<ref>Among [[management consultant]]s, this view borders on the heretical. Bite me.</ref> and help improve the form, identifying and fixing the parts that cause the most friction. To put this in [[Management consultant|management consulting]] terms, this is ''[[jidoka]]'' from the [[Toyota Production System]]: “automation with a human touch”.
+If she groks this, she can resolve most contractual points from first principles, and help improve the form, identifying and fixing the parts that cause the most friction.
+The idea that negotiators might have ''insight'' borders on heretical among [[management consultant]]s, who regard them as fungible rule-following automatons whose chief point of differentiation is unit cost. This is, of course, absurd, even on total quality management terms.
+To put it in terms [[Management consultant|management consultant]]s night understand, this is ''[[jidoka]]'': “automation with a human touch”.
 A negotiator who [[fear|''fears'']] her material will hide behind the formal rules she is given to manage it. She won’t be drawn to discuss anything ''[[call, don’t email|live]]'' — if she doesn’t understand the form, why would she put her vulnerability on show? — so will hide behind her keyboard, contributing to the familiar experience of electronic trench warfare: she will lob long, bulleted issues lists over no-man’s-land and into the enemy’s advanced positions, or escalate that way internally to risk departments. When they land, her missiles — missives? — will hiss and sputter, being passed about for days, before eventually being lobbed back, appended with yet more more bullets and annotated in [[BLOCK CAPITALS]], ''ITALICS'' and fetching interjections in {{Fontcolour|#FF00D4|'''fuchsia'''}} and  {{Fontcolour|#C8A2C8|'''lilac'''}}.