The win-win mindset pushed by so many negotiation experts is usually ineffective and often disastrous.
At best, it satisfies neither side. And if you employ it with a counterpart who has a win-lose approach, you're setting yourself up to be swindled.
Of course, as we've noted previously, you need to keep the cooperative, rapport-building, empathetic approach, the kind that creates a dynamic in which deals can be made. But you have to get rid of that naivete.
Because compromise - "splitting the difference" - can lead to terrible outcomes. Compromise is often a "bad deal" and a key theme we'll hit in this chapter is that "no deal is better than a bad deal."
Even in a kidnapping?
Read more [HERE].