Duringa negotiation, it would be wise not to take anything personally. If you leavepersonalities out of it, you will be able to see opportunities moreobjectively.
It ishard to change our point of view in a conflict. Most often, it is because weare not nearly as interested in resolving the conflict and possibly creatinga new ‘pearl’ as we are in being right.
There are questions of real power and then there arequestions of phony authority. You have to break through the phony authorityto begin to fight the real questions of power.
To start blindly with a statement is a sign of arrogance and narrow-mindedness,and will lead to conflict. To start blindly with a question is a sign ofuncertainty and honesty, and will lead to wisdom.
