How to Determine the Zopa of Possible Agreements

We have to remember we don't want to invite bad behavior from other people by mistreating them during the negotiation. It's really important because otherwise, there's this internal scale of justice that's in their mind. They're going to say, you mistreated me in this instance. So when I get the opportunity, I'm going to mistreat you in the same way just to balance the scales. One of the things that we want to keep in mind as we are making our offers is that what everything that we say has to be legitimate and objective.

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