Have you noticed that when someone is acting like a jerk, you are likely to point out that behavior to her by your words or tone of voice?
And then she goes out of her way to prove it to you some more? Why? Because our biggest gut instinct is for survival. That primitive, instinctual reaction causes us to escalate in situations in which we are unhappy, or to withdraw and complain to others.
More negotiations break down over ego differences than over content differences.
Ironically, the...
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