Truth 46. Are you an enlightened negotiator?
Imagine that you’re negotiating with your identical twin, a person with a similar personality to yours. How would the negotiation turn out? Lovefest? Catfight? Standoff? If the answer is anything except a win–win lovefest, we’ve got a problem, Houston. One of you needs to change.
Suppose you’re negotiating with a counterparty whom you trust and admire and with whom you wish to have a long-term relationship. How big do you want the pie to be? This is not a trick question. How do you want to slice that large pie? This is a trickier question. You might say, “Down the middle.” Or, “Fairly.”
Okay, let’s change the question. Suppose you’re about to negotiate with someone you don’t trust, don’t like, or don’t ...
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