WHO’S RIGHT IS POINTLESS IN NEGOTIATION Assigning blame and punishment is a natural human reaction. Yet it is very difficult, psychologically, for the other person to agree to be punished. And it’s hard to admit you are wrong; it makes you appear less valuable, to yourself and others. Blame almost always requires a third party: a judge, a jury, a referee. If you want to argue over who is right, you will find it much harder to get them to meet your goals. Instead, you
