Leaders: How To Negotiate Today

A practical guide to time, choice, and organisational coherence

Most leadership thinking relies on a simple time model. The past produces the present, the present produces the future. Plans unfold. Causes come before effects. Results arrive after decisions.

That model works for calendars and cashflow. It fails where leaders most need reliability, timing, culture, trust, knock-on effects, and strategic coherence. In real organisations, the future already shapes the present. Targets, incentives, reputations, and expectations change what people do today, even before the results arrive.

Here I set out a constraint theory of leadership time. It does not invent this. It names it and makes it usable. Siege engines worked long before Newton explained gravity. In the same way, leaders have lived with “future-shaped” behaviour for decades without having a clear way to describe it. This theory treats leadership less like pushing events along a timeline, and more like setting the boundaries that decisions must fit inside.

Time symmetry as an executive discipline

Physics treats many laws as time-symmetric. The maths works forward and backward. You do not need the maths to use the lesson. You only need the habit.

Treat strategy like a plan you can edit, not a script you must obey. Make small decisions you can undo. For big decisions you cannot undo, slow down. Ask for stronger evidence. Ask what would change your mind.

This does not weaken accountability. It strengthens it. A team that can change course needs clear reasons for decisions, honest reviews, and less performance. The goal stays simple. Learn fast, correct early, and protect trust while you do it.

Delayed choice and the corporate rewriting of history

Organisations routinely alter their account of the past based on later outcomes. Success generates myths of inevitability. Failure generates myths of obvious warning signs. This pattern damages learning, because hindsight becomes a substitute for analysis.

A decision log breaks the loop. Record, at the moment of choice, what you knew, what you prioritised, what you ruled out, and what would change your mind. Revisit the log later with outcomes in view. This separates judgement from luck and protects institutional memory from narrative drift.

The goal involves epistemic hygiene. Teams that preserve “what we knew then” learn faster and blame less.

Bell-style constraints and the end of comforting bundles

Leaders often attempt to keep incompatible assumptions intact.

  • Speed with zero errors.

  • Innovation with zero disruption.

  • Control with low visibility.

  • Accountability without discomfort.

Reality refuses that bundle. When correlations in performance, culture, or customer behaviour contradict the model, the most productive question asks which assumption gets dropped. That single choice clarifies everything downstream.

This discipline strengthens strategic realism. It also lowers the urge to search for comforting loopholes.

The freedom-of-choice loophole inside organisations

In physics, Bell tests rely on an independence assumption between measurement settings and hidden variables. In organisations, an analogue appears. Many “choices” do not arise freely. Incentives pre-load them. Fear pre-loads them. Career mechanics pre-load them. Dashboards pre-load them. Culture narrows the dial.

So treat free choice as an auditable condition, not a motivational slogan.

  • Where do people pay a price for telling the truth?

  • Where does reporting reality threaten status, promotion, or belonging?

  • Where do incentives reward theatre over substance?

Changing one mechanism often changes “choice” more than changing a hundred minds.

Two strategic failure modes: inevitability and obsession

Two traps show up in executive cognition.

The inevitability trap says everything already got decided by macro forces, politics, legacy systems, or “how the market works”. The organisation then performs strategy without practising it. Helplessness and cynicism follow.

The obsession trap says the chosen end-state must arrive. Evidence becomes noise. People protect the narrative and call it conviction. Reality returns as surprise.

A stronger stance uses future commitments as constraints while keeping models falsifiable. Leaders commit to what must remain true, and they change tactics quickly when reality disagrees.

A simple operating practice helps.

Write two lists:

  1. 1. Non-negotiables that must remain true.

  2. 2. Beliefs that will update fast when evidence arrives.

Most organisations invert these lists. Fixing that inversion improves outcomes and morale.

Block universe as a planning metaphor for boundary conditions

A block-universe view treats the full structure as existing without a universal present. The felt flow of time arises from information processing, memory, and entropy, not from a privileged cosmic “now”.

In leadership terms, this encourages boundary-condition planning. Instead of obsessing over the next step, specify the initial boundary and the final boundary.

Initial boundary includes: runway, capabilities, ethics, reputation risk, constraints, supply chain realities.

Final boundary includes: what customers must reliably say, what culture must preserve under pressure, what the firm refuses to trade away.

Then treat strategy as a search for paths that satisfy both boundaries. This planning mode survives volatility better than linear roadmaps.

Let's treats outcomes as expressions of coherence patterns, not as isolated causes. In that frame, organisations behave like fields. Incentives, language, norms, identity, and attention form an organising geometry. Behaviour follows that geometry with near mechanical reliability.

Leadership then becomes constraint design and coherence protection.

A leader does not “change culture” through exhortation. A leader alters the field conditions that generate culture. People then act differently without needing to become different people.

Your Company's Core Harmonic as its strategic constraint

A brand or organisation carries a recognisable coherence pattern. When leadership works with that pattern, execution gains traction. When leadership fights it, growth requires self-betrayal and staff turnover pays the price.

So ask:

1. What behaviour always rings true for us under pressure?

2. What behaviour reliably creates noise, even when it produces short-term wins?

3. What trade-off do we repeatedly reject, even when the spreadsheet pushes for it?

Those answers reveal strategic constraints. They guide hiring, pricing, product choices, and partnership selection. They also reduce decision fatigue at the top.

Practical operating moves

  • Keep a decision log that captures what you knew then.

  • Label decisions as reversible or irreversible, then adjust speed and evidence accordingly.

  • Run a monthly “freedom of choice” audit on one key decision and change one mechanism.

  • Set boundary conditions for 18–36 months, then let teams search for paths that satisfy both ends.

Treat strategy as coherence engineering, not as narration.

A quiet conclusion

The experience of choice remains real inside complex systems. The organisation still deliberates, selects, and acts. The practical shift involves treating decisions as constraint-setting moves that shape what remains possible, rather than as heroic pushes that “make” reality comply.

Leadership becomes less theatrical and more architectural. Outcomes improve, and the organisation stops living inside stories it cannot afford.

Download the academic paper here.

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© 2025 Stephen Bray. Patterns in life and business, simply told.