As negotiators, what we want most out of life is to be able to use our negotiation styles and negotiating techniques to close a deal with the other side that meets our needs.
However, it turns out that there just might be something else that we really we really want – our next successful negotiation. Our need to move from one successful negotiation to another is something that can motivate us as we desire more and more “wins”.
Is this really a good way for us to be operating?
