CHAPTER 4

On Alternatives: We Won the Lottery!

HAVE you ever failed at something that you thought was the most important thing for you to achieve or have at that point in your life? If so, you probably tormented yourself by what you could have done better and how you would have acted differently if you could turn back time and get a second chance. Sometimes, a second opportunity comes along, and you can have what you once thought you dreamed of. When it is attainable, suddenly, it becomes less desirable. You may even find that you do not want it anymore and that, somehow, it has lost its appeal. Remember how that revelation felt so that you can use its power when you create alternatives for your next negotiation.

In a negotiation, the two fundamental ...

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