January 2010
Intermediate to advanced
302 pages
6h 14m
English
Content preview from Beyond Dealmaking: Five Steps to Negotiating Profitable RelationshipsBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 2. EVEN MONKEYS DEMAND FAIRNESS
Let's start with avoiding problems. The biggest concern of any negotiator should be to ensure that the agreed terms are carried out and produce the desired outcome. But if, after the fact, one side determines that the deal was not fair, all bets are off. As a species, we reject cooperation with those we feel have taken advantage of us.
Several years ago a fascinating story appeared in the science journal Nature.[6] A study had been made of monkeys—not the higher-order apes who have been taught to speak in sign language or to use computers, but little organ-grinder monkeys. The experiment showed that they, like humans, get really mad when they are offered what they feel is an unfair deal.
The monkeys in the ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.