Throughout this book on negotiating, I’ve always tried to emphasize the win-win philosophy—that the answer to negotiations is not to dominate the other person, but to achieve a win for them, too. Always remember that people will give you what you want, not when you dominate them—and not when you over power them—but they’ll give you what you want when you’re able to give them what they want.
I’ve tried to stress my conviction that in any negotiation, the object is not to beat your opponent, but rather to creatively reach an agreement in which each negotiator can feel that he’s a winner. I maintain that in every negotiation, no matter what the object of the negotiation is, both sides can win. More than that, I’ve been ...