The Truth About Better Decision-Making (Collection), 2/e

Introduction

You spend more time negotiating than you do driving to work each day. Most of us take our driving seriously: We’ve studied, practiced, and taken a driving test. We have a license, insurance, a car, and a fancy navigation system; we know the rules of the road, and we hope that people who disobey those rules will get pulled over and ticketed. These investments mean that we don’t sit up at night worrying about how we are going to drive ourselves to work. We have the equipment, we know what we are doing, and we get there. We feel ready, prepared.

Negotiating every day should be the same way. Yet, if you are like most other people, you spend countless hours fretting about upcoming negotiations. “What should I say?” “Should I open first ...