Pick Your Battles

I take strong issue with negotiating gurus who declare that everything is negotiable. That just ain't so. Perhaps there is more room to bargain than we sometimes imagine. But when you're the little guy, expect your opponents to protect their time and position by steamrolling you.

According to ancient Chinese military genius Sun Tzu, "He who knows when he can fight and when he cannot will be victorious." As always, put yourself in the other side's shoes. Businesses often establish uniform policies to help them run smoothly and economically-policies that, for good reason, are set in stone. A large company isn't likely to retool its accounting system, product line or management structure on demand. To do otherwise invites confusion in the ranks, mistakes and potential liability. This rationale we can accept.