Focusing a negotiation on price puts both sides at risk of leaving out other interests that are more important.
So you are ill? Not to worry, because we have great news for you! We happen to know the cheapest doctor in town!
And you plan to go skydiving when you feel better? Fear not, we know someone who can offer you a great deal and pack your parachute for half the standard price…. And they even offer a full money back guarantee!
Our guess is that you are unlikely to take us up on either of our offers, despite them being the cheapest deals. As it turns out, negotiations are not about price. And when they do include a price, then that price is for something in return. And everyone cares about what they get in return, including you.
