You've read the classic on win-win negotiating, Getting to Yes ... but so have they, the folks you are now negotiating with. How can you get a leg up ... and win? &#147;Win-win" negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept a mutually beneficial outcome, and then everyone gets their fair share. The reality, though, is that people want more than their fair share; they want to win. Tell your boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be: &#147;Maybe we need to find someone harder-nosed than you who knows how to win. We want the whole pie, not just a slice." However, to return to an earlier era before &#147;win-win" negotiation was in fashion and seek simply to dominate or bully opponents into submission would be a step in the wrong direction&#8212;and a public relations disaster. By showing how to win at win-win...

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