Truth 33. Are you an enlightened negotiator?
Imagine 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 wish to have a long-term relationship with. 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, don’t respect. How ...
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