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I Win, You Win by Carl Lyons

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2Managing Perceptions

Everyone sees the world through the filter of their perceptions. This includes you as well as the party you are negotiating with. The author Anaïs Nin said, ‘We don’t see things as they are, but rather as we are.’ There is an ancient Sufi story about three blind men describing an elephant. The one who had felt the leg of the beast described the animal as being mighty and firm like a pillar. The one who had reached the ear described it as being large, broad and rough like a rug. The third blind man disputed the other descriptions. He had felt the trunk and said that the true description of an elephant was like a straight and hollow pipe, awful and destructive. Each had part of the information and all had perceived it differently. ...

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