When people think about negotiation, they tend to think about win-lose—in other words, somebody’s going to win, and somebody’s going to lose. Many people go so far as to associate negotiation with the ability to “get them before they get you.” That’s not what The One Minute Negotiator is all about. One of the key messages from this book is that you can complete a negotiation without victimizing others—or becoming a victim—in the process. Rather than fighting over a finite pie, you can use the skills taught in this book to actually create a bigger pie.

Maybe you don’t think you need negotiating skills. Many of us believe we can glad-hand our way through any relationship; we trust that our good intentions will create good outcomes. While ...

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