3. Playing to Win
Always negotiate for the best deal you can. Do not be concerned about fairness, as long as the other party can protect his or her own interests.
MICHAEL SOON LEE
Nearly every negotiating book ever written takes a win-win approach to agreements. This may come as a shock, but I believe that win-win is for losers. I would submit to you that nobody believes in win-win because people play to win—not to tie, and certainly not to lose.
In martial arts, whether you are sparring for practice or in a tournament, you do not want your opponent to win. Even if the person across the mat from you is your best friend or your brother or sister, you still don’t want the person to beat you. There’s nothing wrong with this attitude because the ...
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