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Is it fair? Perhaps not. Branding isn't about fairness or accountability. its all about the wrapper.

12/09/ 11:10:00   j  12/09/ 11:10:00
Thursday, November 29,
Negotiating Florida Marlins' Style:
Beinfestival of Torture 

I'M PRO-TORTURE, AND I VOTE!
--bumper sticker seen by a college bud
on an H2 in suburban D.C.

[Podcast version link]

One of the foundation principles of negotiation is that many of the the rules change if you're unlikely to engage the other party in a collaboration or negotiation again. If you're not, then the ultimate win-win outcome, the fuel for face-saving and positive feelings that make starting and finishing the back-and-forth rasslin' closer to frictionless, isn't as necessary. Win as much as you can now, diminish or totally devalue the long-term returns you might get by giving away something you dont have to because you can get returns on it later.

In general, the exxxtreme opposite of the win-win negotiation, I'll call it The Beinfest, happens when:

   1. The pool of buyers and sellers is so vast that you can afford to kiss off any individual collaborator,

      AND
   2. The natural likelihood of repeating a transaction is low.

So if you go to buy a car from a store on a strip of used car dealers, you're likely to go lot-to-lot, like a bee checking out a row of bottlebrush blossoms. The salesfolk know this, but they use it to their own advantage -- not only are you not likely to repeat a transaction with them if you're that kind of shopper, staff turnover tends to been pretty high in that field, so even if you want to go back to that lot, you may not find the negotiator who might have won your custom.
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