Paul Bracken

And that's a lot of, I say that negotiation is investigation.

My colleague Deepak Malhotra at HBS says it much more suavely.

Negotiation is learning.

So that first step is learning as much as you can about the person.

Then I'm going to dunk on this person and posterize that person.

Or they spend too much time predicting what will happen during the negotiation.

So when thoughtful people prepare, one of the things that my colleague Paul Bracken at Yale nicely points out is that people spend far too long predicting what will happen in an exchange situation.

And so in other words, you and I are negotiating in two weeks and it could go X, Y, or Z way.

Yep.

Um, but you're, you're, you're absolutely right, and I remember reading when I was an undergraduate, uh, a book by Professor Paul Bracken called Fire in the East: The Rise-

Mm-hmm

... of Asian Militaries.