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.
Reasonand emotion are not antagonists. What seems like a struggle between twoopposing ideas or values, one of which, automatic and unconscious, manifestsitself in the form of a feeling.
Myfather said: you must never try to make all the money that's in a deal. Letthe other fellow make some money too, because if you have a reputation foralways making all the money, you won't have many deals.
... That may appear as the truth to one personwill often appear as untruth to another person. But that need not worry theseeker. Where there is honest effort, it will be realized that what appearedto be different truths are like the countless and apparen
Undernormal conditions, most people tend to see what they want to see, hear what theywant to hear, and do what they want to do; in conflicts, their positionsbecome even more rigid and fixed.