Compromise sucks. By definition, compromise means that both parties are losing on something in the deal. “But I compromise with my significant other all the time!”, you may say out loud. Uh huh, and how does that make you feel? Did you get what you wanted? Did your significant other? Many people think that negotiation and compromise are the same thing. They’re not. Compromise is popular because it seems fair. And if you mean fair…
Fight The Dragon and Storm The Castle!
Many old school negotiators live in the world of anchoring on a position and fighting to maintain the position. They get stuck on a particular topic and become like a dog with a bone or, if you like, a dragon trying to protect the castle. Turns out dragons aren’t very smart. They believe that negotiating is about holding your ground on the draw bridge to the castle. They’re willing to die on that draw bridge…