Whale Watching

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So I’m out on a 50ft sail boat yesterdy whale watching. The idea is that you cruise around until someone spots a whale or spout and you kind of head in that direction. Once you get close enough to tell kind of where it is going, you plot an intercept course to get the best vantage point. Most of the time the whale somewhat cooperates and is where you expect him to be. Sometimes the whale disappears all together and sometimes the whale pops up out of the water in spectacular fashion.

Now I am tellling you this not because I think you care about whale watching but because it is a good parallel to price negotiation. The whale (other party) does not have to cooperate. Most of the time you get to some common ground.
Don’t be an Ahab. Sometimes you get the whale and sometimes the whale gets you.

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