Thinking only about yourself is a common mistake, as we saw in the opening case. People from the United
States tend to fall into a self-serving bias in which they overinflate their own worth and discount the worth
of others. This can be a disadvantage during negotiations. Instead, think about why the other person
would want to accept the deal. People aren’t likely to accept a deal that doesn’t offer any benefit to them.
Help them meet their own goals while you achieve yours. Integrative outcomes depend on having good
listening skills, and if you are thinking only about your own needs, you may miss out on important
opportunities. Remember that a good business relationship can only be created and maintained if both
parties get a fair deal.