Negotiation is unavoidable in our life. As much as we need to talk about it, at the moment most of us avoid doing it. I also avoided it for a long time in the face of my desires to be nice to everybody, especially people who hold power over me. I wanted to make them like me; I didn't want them to lose their temper with me; and sometimes I didn't even know what I was going to ask for until right before I asked for it. Strangely enough, the more I avoided negotiation, the less successful I was at getting what I wanted.

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