Negotiation is complex because people are complex. There’s no way around that.
If you’ve followed my Inc columns you know that negotiation is one of my favorite topics to write about. In part that’s because I am fascinated by how little we know about the art and science of negotiation outside of the popular mythology that we get through the Hollywood version of the iron-fisted negotiator who refuses to budge and walks from the table in an indignant huff.
