Habits are notoriously hard to break. It’s human nature to settle into comfortable patterns of behavior and continue doing things as we’ve always done them. Our approach to negotiation, whether in our personal and professional lives, is no different. The hard bargainers come roaring into every negotiation trying to be bigger and brasher than everyone else, regardless of the issue or the stakes. The avoiders routinely give away the store in their desire to get in and get out. Most …
