Getting More: How You Can Negotiate to Succeed in Work and Life

by Stuart Diamond

Giannina Zanelli had a roommate who wasn’t doing her share of their agreed-upon apartment chores. Rather than make accusations, Giannina walked her roommate through the process. “Did we agree to share chores?” Giannina asked. “Yes,” her roommate answered. “Have you done your share?” “I don’t have time.” “Do you think I have time constraints, too?” “Yes.” “Do you think I do my share?” “Yes.” “What would you think if I stopped doing my share?” Giannina asked. “It would be unfair,” the roommate responded. “Do you think your not doing your share is unfair?” “Maybe.” The roommate promised to do her share, or hire someone who would. Giannina remained calm and respectful throughout. “The key,” she said, “is getting the other person to apply the same principles to themselves that they would apply to others.”