. My experience has shown me that the most effective negotiators don’t just use ‘give and take’ as a strategy to get more for themselves, they understand it as the fundamental principle behind effective negotiations. They obsess, therefore, not about what they can get for themselves, but about what they can craft together that will make the whole greater than the sum of its parts. What this means is that they believe that doing a deal and using the resources of both parties creatively will benefit both parties more than not doing a deal. While this approach demands more preparation, more time, and sometimes more effort, it yields more results in the short and the long term.