remember the following powerful lessons: All negotiations are defined by a network of subterranean desires and needs. Don’t let yourself be fooled by the surface. Once you know that the Haitian kidnappers just want party money, you will be miles better prepared. Splitting the difference is wearing one black and one brown shoe, so don’t compromise. Meeting halfway often leads to bad deals for both sides. Approaching deadlines entice people to rush the negotiating process and do impulsive things that are against their best interests. The F-word—“Fair”—is an emotional term people usually exploit
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