CHAPTER 13
Selling Yourself in Negotiations
The dictionary defines the verb negotiate as: “to confer with another in bargaining or trade. To hold conference and discussion with a view to reaching agreement on contract.” Nowhere does it say that negotiation must involve argument, tantrums, hostility, animosity, or hatred. But unfortunately, that’s the meaning management-labor disputes and acrimonious lawsuits have given the word.
Yet, in truth, every time you buy a product, you’ve negotiated, you’ve reached agreement on a contract. The dealer put a price tag on his product and you decided to buy it or not. There may be some room for further negotiations over price, terms, time of delivery, and so forth, but in the end you either buy the product ...
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