The World as it Should Be

Just thought I would share with you what has to be, for me, the quote of the week. Taken from the book Getting More, a beautiful book on negotiation by Stuart Diamond (emphasis mine):

Lower your expectations. If you come into a negotiation thinking that the other side will be difficult, unfair, rude, or trying to cheat you, you won’t be likely to have dashed expectations–and you won’t be emotional. When you lower your expectations of what will take place in a negotiation, you will be rarely disappointed–and you might be pleasantly surprised. Getting yourself psychologically prepared is important.

You might feel, “Hey, I shouldn’t have to do things like that.” Okay, maybe not. But we live in the real world, not in the “should” world.

The beauty of that statement, I think, lies in the fact that it embraces the irrationality of people, the irrationality of the world. Where things are done sometimes for reasons beyond human comprehension.

And even if you don’t believe in the irrationality of people, as I sometimes find myself wont to do, the fact is we as human beings have so many hidden motivations that though we are, perhaps, ultimately rational, we are for most practical purposes just the opposite.

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