CHAPTER 9
The Negotiator
Reaching a Mutual Commitment
Ibelieve that we’re all born genius negotiators. I know this is true because I’m a parent. Years ago, my son Kyle brought home good grades on his report card. I wanted to reward him. I said, “Kyle, I’m very proud of you, and to show you how happy I am about your grades you can pick one of three options. I’ll buy you one video game, two CDs, or I’ll take you and a friend to a San Francisco Giants baseball game.”
You should have seen the wheels turning inside Kyle’s head as he considered my offer. He said, “Dad, let me think it over.” A short while later, he came back to me and said, “Dad, I have another idea. How about if you buy me two CDs and just you and I go to the baseball game?”
I knew ...
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