Did you think the goal of negotiation is to be liked? Try galvanizing respect.

Did you think the goal of negotiation is to be liked? Try galvanizing respect.

Efficiency. Hospital administrators and other bureaucrats say that they want it. Medical group leaders parrot it.

Efficiency. Hospital administrators and other bureaucrats say that they want it. Medical group leaders parrot it.

Trust is a rare commodity.

Trust is a rare commodity.

I see too many deals that are hatched from the evil twins of self-inflicted human nature: fear and hope.

I see too many deals that are hatched from the evil twins of self-inflicted human nature: fear and hope.

Yes. Sure. Of course.

How many times each day do you say one of those words? It’s as if we’ve been programmed (because we have been) to be agreeable, to want to help. It’s one of the reasons that society works: Joe says yes and cooperates with Sally. Sally says yes and cooperates with Bob. And on and on.

Yes. Sure. Of course.

How many times each day do you say one of those words? It’s as if we’ve been programmed (because we have been) to be agreeable, to want to help. It’s one of the reasons that society works: Joe says yes and cooperates with Sally. Sally says yes and cooperates with Bob. And on and on.