Many of us have the wrong idea of what negotiating really is. We often think about cutting deals. We also think about what we have to sacrifice as individuals. We become preoccupied with who is getting over on who. But “negotiate” comes from the Latin negotiatus, which is the past participle of negotiari, and means to carry on business. This original meaning is critical to understand because the goal of negotiating is to continue doing business by conferring with another to arrive at an agreement.

It’s always good to see what’s best for all at the table. And more importantly, how will everyone at the table carry on business in the future? To see the 3 golden rules of negotiating, click here.