Paraphrase of a line from a country music song, made famous by Kenny Rogers Although the line in the song is about a card game, poker to be exact, the two attributes Kenny Rogers is singing about, patience and judgement, are critical attributes for successful negotiation. Why is patience important? Any negotiation is like a puzzle to which a negotiator has only some of the pieces. The other party or parties to the negotiation hold the pieces that will help a negotiator determine whether to, “hold em,” i.e., continue the negotiation because an agreement is possible, or, “fold em,”...
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