The Caring Conundrum

I’ve heard many times that in negotiation, the person who cares the least wins. And it’s tempting to focus on negotiation, the mindset, the language, the craft. Negotiation looks like the place where you win or lose.

But winning and losing doesn’t happen in an afternoon or over a conference table. Winning has a much longer timeframe.

In the long game, the person who cares the most wins.