Chapter 2
Negotiate Everything
In business, you don't get what you deserve, you get what you negotiate.
—Chester L. Karrass
Negotiating is not limited to those who make million-dollar deals to exchange goods or services. In fact, negotiating is the glue that holds our society together (or not). Negotiation is as basic and fundamental as doing a favor for a friend, asking your assistant to send out an important letter for you, or even making a large purchase at the local electronics store. In these situations, you are in a negotiation and may not even know it: you are negotiating that favor, service, or those goods. And the result of that or any other negotiation is based on how good you are at the process.
The best understand what negotiation ...
