CHAPTER 12
“IT’S A DOLLAR AND SHE LIVES IN A HUT”:
The Dangers of Overnegotiating and Negotiating with Jerks
My father said: You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won’t have many deals.
—J. PAUL GETTY
I WAS IN northern Thailand when I overheard a tourist ferociously negotiating with an impoverished woman in a little stall selling trinkets. I watched with fascination as the intense woman would not disengage and continued to argue. I walked up to her and whispered in her ear, “It’s a dollar, and she lives in a hut.” ...
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