"Fot example, Shikha, Deepak's wife, recently found herself in a predicament. In downtown Boston on an extremely cold winter day, she needed to hail a cab. But it was rush hour, and as literally dozens of occupied cabs drove by, she began to consider the possibility that she might get frostbite. Finally, she spotted an empty cab waiting at red light. But there was a problem: the cab's "for hire" light was off. She asked for a ride anyway. As expected, the cabdriver refused her request with a dismissive wave of the hand. Undeterred, she asked the driver why he would not take her. The driver explained that he was not in service because he needed to get home. "Well, maybe we're going in the same direction. Would you drop me off if we're going to the same area?" she asked. As it turned out, their destinations were mere blocks from each other. She jumped into the warm cab and made it home quickly, and the driver made a few extra dollars without having to change his plans."
From "Negotiation Genius," written by Deepak Malhotra and Max H. Bazerman, and published by Bantam Books
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