result.
I’m here to call bullshit on compromise right now. We
don’t compromise because it’s right; we compromise
because it is easy and because it saves face. We compromise
in order to say that at least we got half the pie. Distilled to its
essence, we compromise to be safe. Most people in a
negotiation are driven by fear or by the desire to avoid pain.
Too few are driven by their actual goals.
So don’t settle and—here’s a simple rule—
never split the
difference. Creative solutions are almost always preceded by
some degree of risk, annoyance, confusion, and conflict.
Accommodation and compromise produce none of that.
You’ve got to embrace the hard stuff. That’s where the great
deals are. And that’s what great negotiators do.
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