Negotiation involves strategic influence of human perception, thought, emotion and behaviour. Such insights can be used to improve outcomes in large commercial deals, in conflicts between countries, between law enforcement and perpetrators... and in every professional and personal interaction with others!

The only approach to negotiation that is sustainable over the long term is one that increases total value and reduces unfairness in allocation of that value among all affected parties. Unfortunately most negotiators still use the equivalent of stone age thinking to drive their strategies, and hallucinate that "if they just build enough power they can dictate outcomes". What they fail to appreciate is that application of power breeds resistance, and that resistance destroys value.

The stone age was a long time ago. Time to evolve.