The Benefits of Misalignment?
In transformational deals, misalignment typically manifests as points of contention. But this doesn’t mean you’re in for a fight or your deal will suffer a setback. Ironically, those points of contention can be one of your most powerful alignment tools when addressed promptly and managed well.
That’s important because misalignment is inevitable in complex work. How you handle it can make or break your program.
The real danger isn’t the misalignment; the danger happens when we assume we’re aligned but aren’t.
Too often, people pursue agreement instead of clarity. They nod to broad goals that seem safe and universally appealing. Yet, beneath the surface, the meanings of those goals often vary significantly from stakeholder to stakeholder. This confusion results in everyone believing they’re aligned—until the work begins and the program falls apart.
That’s why, in complex deals, the risk isn’t contention caused by misalignment; it’s false consensus.
Negotiation as a Diagnostic Tool
False consensus creates the illusion of alignment without the foundational trust, clarity, or shared logic necessary to maintain it. It fosters fragile teams and brittle narratives, collapsing under pressure.
This is why surfacing misalignment early in the negotiation process is such a gift.
Because when you surface it early, you get the chance to:
Test the narrative's integrity.
Clarify what matters and why
Pressure-test priorities
Revisit assumptions before they calcify.
Test the relationship attributes that will carry the deal through the effects of incomplete contract economics (See this video)
Early contention often acts as the first signal that people are engaged and thinking critically. And when people are thinking, you can work with that.
And in the hands of a skilled negotiator, something powerful happens.
What It Takes to Make It Work
Alignment that withstands fundamental disagreement is exponentially more durable than alignment built on vague consensus. When identified and acknowledged, misalignment prompts people to articulate their beliefs and reasoning, facilitating the development of a shared understanding.
When handled honestly and precisely, misalignment creates clarity, forges trust, and strengthens the deal’s logic.
That doesn’t happen by accident. It requires:
Psychological safety
Real listening
A deal environment that values clarity over compliance
And above all, it requires leadership that knows the difference between disagreement and dysfunction.
Treating contention as a signal of misalignment, rather than a threat, will turn that misalignment into a tool that strengthens your deal. So when those points of contention surface, embrace them and use them well.
Next Up: The Mechanics of Alignment
The following post will examine the tools and practices that help teams build lasting alignment—even in high-pressure, high-complexity environments.