‘I am in the building industry for only three years. What you said just now in praise of the Golden Rule was very moving, but I have got a problem. My job is negotiating. What happens if I go into a room to negotiate a deal and I feel bound to treat the other guy in accordance with the Golden Rule, but he feels no such ethical constraint on his conduct? Won’t that put me at a significant tactical disadvantage?’ A asked.
‘If the first time that you ever see this guy you are going to be negotiating with is when you walk into that room to cut the deal, then you are a fool. To be a businessman, you have got to be shrewd to plan ahead, and get to know the other guy as far in advance as possible because that guy will mirror back the good thing you have done to him’, the professor replied.
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