3RD LAW OF NEGOTIATION
The Law of Ambition:
Every act of human behavior is an attempt to improve conditions in some way.
Human beings are goal-driven organisms, purposeful in their behavior, whether their aims are clear or unclear. They are always driven or motivated toward achieving “more” of something, although that something may change from minute-to-minute. This is the entire reason behind buying, selling and negotiating.
From infancy to old age, you are ambitious. You want to improve your life, or some part of your life, in some way. If you are earning a certain amount of money, you want to earn more. If you have a certain level of physical health, you want to be even healthier. If you have one home or apartment, you want a larger one, and if you get a larger one you want a second one somewhere else.
When you experience dissatisfaction but you do not see how any action of yours will alleviate this dissatisfaction, you will refrain from acting.
The real differences in levels of ambition are explained by differences in ability and opportunity on the one hand and the intensity of desire and belief on the other. If you really believe that you can get from wherever you are to wherever you want to go, you will be continually taking action to move yourself from your current position to somewhere else. This is why people negotiate.
If you are either completely contented or if you feel completely helpless, you will not act to improve your condition.
There are two main reasons why a person does not continually act to improve himself and his life in some way. The first is because he has reached a state of contentment where he feels that no further improvement is either necessary or desirable.
Second, the individual has reached a state of hopelessness where he does not think anything he does will make much of a difference.
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