The Negotiator Magazine

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INERTIA

The elder brother of the comfort-seeker.

Attitudes:
"There's always another deal, another day."
"There's no point in getting into a sweat."

Behaviors:
Laziness.
Lack of preparation.
Easy concessions.

ATTITUDES TO MONEY

Too many people regard company money as a completely different animal from personal money. Symptoms are addiction to the expense account and company-paid comforts.

Attitudes:
"Heck, it's not a lot of money, considering how much my company turns over."
"Hey, it's not as if it's my money."
"What's one percent as long as I get the deal?"
"Haggling is infra-dig."

Behaviors:
Generous concessions.
Shows of company-paid status symbols.
Off-hand ways of referring to money: thousands as "g" or "k", or even millions as "mil".
Ignoring the last 1% opportunity.

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May/June 2005