Hello Reader,

Before I dive in, a massive thank you to everyone who has backed the campaign so far. Seeing your names on the supporter list is the best early Christmas present I could ask for. For another Christmas present... see the end of the newsletter...

There is a pervasive belief in the corporate world that we have to make a choice between being “effective” and being “understanding.”

We look at icons like Jack Welch at GE, who famously fired the bottom 10% of his workforce every year, and many other tough business leaders (I wrote about Elon Musk in an earlier newsletter). We look at the “hard-charging” culture of "Wall Street". We look at them, and we see that they are successful. They make money. They survive.

Let’s be honest: Zero-Sum tactics work. You can build a fortune by being ruthless. You can run an organisation by pitting people against each other. History is full of empires built on extraction that lasted for generations.

The illusion isn't that these methods don't work. The illusion is thinking they are the best way to work.

When you operate with a Zero-Sum mindset ("I must win, so you must lose"), you are essentially playing a game of division. You are fighting for the biggest slice of the existing pie. This usually causes the whole pie to shrink.

But this mindset creates a ceiling on your success. It blinds you to the value that is left on the table.

The "Positive-Sum" Advantage

In my work - whether with product, service or not-for-profits - and based on my research, I’ve found that the leaders who outperform aren't the "nicest." They are the most strategically complete.

They understand that "Me vs. Them" is a low-yield strategy. It generates friction. It requires constant energy to maintain control.

The pivot I discuss in The Zero-Sum Illusion is about moving to a high-yield strategy: Strategic Understanding.

This is the radical pivot I discuss in the book. It’s not about holding hands and singing 'kumbaya" ; it’s about accurately reading the landscape and using building strategic understanding. Unlike other books, my framework starts from:

• Me: Understanding my own drivers, my default modes, perceptions and blind spots.
• Them: Seeing others (colleagues, clients, regulators) not as obstacles to be crushed, but as humans with their own distinct drivers.
• Us: Using that insight to unlock value that brute force can never reach.

This isn't about charity. It's about maths. When you understand the other side, you find the space for 1 + 1 = 3. You move from extracting value (which is limited) to creating value (which is scalable).

The Toolkit for Performance

I am currently running a crowdfunding campaign to bring this book to life. I’m looking for partners who want to upgrade their leadership operating system from “Extraction” to “Creation.”

For Individuals: The “Supporter” Bundle Back the project today to receive a Signed & Embossed First Edition, your name in the acknowledgements, and a ticket to the Launch Party.

For Leaders: Equip Your Team If you want to remove the internal friction that slows your organisation down, I have created two specific bundles:

• The Team Starter ($325): Includes 5 signed books and a 60-minute Virtual Masterclass for your team where I teach the core framework.
• The Team Leader ($650): Includes 7 signed books and a Private “Lunch & Learn” Training session tailored to your specific organisational challenge. (Note: These are fully invoiceable as professional development).

NB: if none of these options work for you, please let me know - we can always work out a plan!

You can win by fighting. But you can win more by building.

Best wishes,
Grant

P.S. A “Gift” for the Festive Dinner Table

We are heading into the season of “intense family debates.” If you find yourself stuck in a Zero-Sum argument over turkey, or nut roast (where one person must be right and the other must be wrong), try this phrase:

This shifts the brain from “Combat Mode” to “Story Mode.”

Or you could try:

This validates that they are "passionate" (a compliment) rather than "aggressive" (an accusation) and asks for education rather than combat.

Remember to engage with curiosity not interrogation... you aren't asking just so you have ammunition to shoot them down! And before using the phrase, take a two-second beat. Take a sip of water. This signals that you are thinking, not reacting.

If it works, and you want more tools like that, please help me with my campaign. Feel free to forward this email to them or others (or just the link below) and tell them there’s a whole book coming on this topic.

Newsletter signup

The Zero-Sum Illusion: An Actionable Toolkit to Stop Conflict Winning in Life, Work and Society – Books – Manuscripts

The Story So Far (Catch up on recent newsletters):

Part 3: What I saw when the world expected violence

Part 2: I used to be proud of this connection

Part 1: It's live: Become a Bridge-Builder

If you want to chat about how these ideas apply to your own work or leadership, reply to this email. I’m booking 15-minute virtual coffees and would love to meet you. Book it directly in my calendar here.