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Reason To Study Negotiation #1: You Are Entitled To Nothing

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Reason To Study Negotiation #1:

You Are Entitled To Nothing

“In business and in life, you don’t get what you deserve;

you get what you can negotiate”

—Dr. Chester Karrass

I

n post–World War II, America was left as the heavyweight champion of the world. Germany, France, the United Kingdom, Italy, Russia, and many other countries were left in ruins from the bombs and destruction

of total war. America with her great factories, vast resources, technical know-how, and manpower became the only superpower left standing. Economically, post–World War II in the 1950s was boom time: amazing cars were built, beautiful homes were constructed, and the factories that were used to build war machines grew into great industrial companies like Boeing, General Motors, and Ford. These factories became the industrial base of the American economy and provided fantastic jobs, a stable economy, and a fantastic standard of living.

In the 1950s the man of the house worked hard and was the primary breadwinner in the home. One man in America could support a family, own a home, and own a car. In the 1960s, to stay competitive, the same man working for the same company had to work more hours to afford his lifestyle—family, home and car. In the 1970s, his wife had to take on some part-time work to maintain the same family, home, and car. In the 1980s the man and his wife both work full time to maintain the family, home, and car. In the 1990s both the man and his wife worked full time