The Game Before the Play: Power in Negotiation: Outsmart, Outplay, Outlast

Do you really think you can win every negotiation?

If yes - congratulations, you've just entered an episode of Mythbusters.

If you believe negotiation is about dropping the perfect line at the perfect moment like in a Hollywood movie - sorry, that's not how it works either.

And if you think everything was already decided in some boardroom and your talk is just a polite formality - you're closer, but still missing the point.

Most negotiations are shaped long before anyone speaks. Outcomes are i...