I’ve been in enough negotiation rooms - at sea, in boardrooms, and now watching politics with a wary eye - to know one thing: the real work of leadership rarely looks dramatic. True breakthroughs usually happen behind closed doors, after the cameras leave. That’s why this today's scene in Anchorage, Alaska, will be so striking.
Donald Trump and Vladimir Putin, sitting down on a US military base to discuss a potential ceasefire in Ukraine, makes for high theatre. Trump promised Putin “won’t mess me around,” while dangling the “very powerful” potential of sanctions relief and economic incentives. It looked, at first glance, like leadership on the world stage. But the question we must ask is: will it?
Because negotiation is not performance. And when leaders confuse the two, the consequences can be profound. Here are five lessons worth drawing from Anchorage.
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Negotiation isn’t theatre
Trump’s instinct is to turn every encounter into a show - headlines, soundbites, applause lines. But diplomacy isn’t a rally. It isn’t about who looks strongest on the stage. The higher the stakes, the less useful the performance. Great negotiators know the best deals are often the quietest, hammered out without spectacle. Leadership tip: Don’t confuse visibility with effectiveness. When the cameras are rolling, you’re speaking to an audience - not to your counterpart. If your goal is resolution, resist the temptation to turn it into entertainment.
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Ego is the enemy of clarity
Saying an adversary “won’t mess me around” sounds decisive. But it can also box a leader in, leaving little room to manoeuvre if the reality proves tougher. Ego-driven framing narrows possibilities. It makes compromise look like weakness, even when compromise is the only path to progress. Leadership tip: Before you enter a high-stakes discussion, check your ego. The question isn’t whether you “win.” It’s whether the outcome is durable. Resolution requires flexibility, not vindication.
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Carrots and sticks only work with trust
Sanctions relief and economic incentives are powerful tools—but only when both sides believe in the credibility of the offer. Without trust, even the most generous package is just paper. Putin knows this. So do Ukraine and its allies. Deals grounded in suspicion rarely hold. Leadership tip: Don’t offer what you can’t deliver. And don’t assume incentives will land if trust is absent. Build the credibility first - through honesty, consistency, and reliability. Otherwise, the deal collapses before it begins.
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Peace requires more than two men in a room
History is full of examples of “great men” trying to carve out peace behind closed doors. But today’s conflicts are rarely settled by two leaders alone. Ceasefires affect millions of lives and require buy-in from allies, partners, and communities on the ground. By personalising the deal, Trump risks sidelining those whose commitment is essential. Leadership tip: Don’t over-personalise negotiations. Durable solutions come from coalitions, not just strongmen. If you want peace to last, make sure those who must implement it are represented when it’s forged.
- Language shapes legitimacy. Words matter. By describing sanctions as “very powerful,” Trump cast them as weapons of dominance rather than tools for peace. This may energise a domestic audience, but it risks undermining the legitimacy of any eventual deal. People listen carefully to how leaders frame their intentions. Tone can reinforce trust - or corrode it. Leadership tip: Choose language that builds legitimacy, not just leverage. Frame incentives and constraints in ways that invite collaboration, not resentment. The words you use today echo in how people interpret your motives tomorrow.
The thin line between performance and leadership
The Anchorage meeting will be remembered for its theatre - the military base backdrop, the big promises, the bravado. But the real measure of leadership isn’t whether you looked strong in the moment. It’s whether you created conditions that endure once the cameras are gone.
True leadership in negotiation is quiet, patient, and principled. It’s less about dominating the room than about building agreements that last outside it. If Anchorage was performance, it may secure headlines. If it was leadership, we’ll know in time - because genuine peace is measured not in applause, but in lives spared.
Final thought
Anchorage reminds us that the world often confuses performance with leadership. But when the stakes are this high, we can’t afford to get it wrong. Leadership in moments of crisis is not about who commands the stage. It’s about who builds peace that lasts longer than the news cycle.
William Montgomery is the Founder and CEO of TEN LTD, and an experienced keynote speaker and event host. He has spoken to a broad range of audiences on a variety of topics, bringing valuable insights and expertise. In addition, he volunteers with Speakers for Schools and Inspiring the Future. For more information or to request further insights, please contact him on +44 333 666 1010.