Hey, I'm Kwame Christian and you are about to step into the world of Negotiate Anything,

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Okay, so what about the danger of assuming rationality in negotiation? Because typically people

approach negotiation and they're like, oh, you know, one plus one equals two, everybody knows that.

And then those people always end up being frustrated. So what role does rationality play to you? You know,

rationality, if this was a rational world, would we have the presidential candidates that we have

today? If this was a rational world, would the U.S. government lockdown and go into sequester? You know, if this was a rational world, would the U.S. government lockdown and go into sequester?

You know, if this was a rational world, would we need the United Nations?

You know, we could go on and on and on.

If this was a rational world, would somebody's 13-year-old child not want a video game that doesn't do them any good. I mean, the rationalities is

this absurd fiction of our lives. You know, we make decisions based on what we care about. And that

makes decision-making by definition an emotional process, which knocks rationality out of it.

Rationality is what we come up with after we've already decided what we want. And

if this was a rational world, I mean, we'd be looking at a very different world. So a hostage

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