35. "Each individual behaves like two people."

"Economist Thomas Shelling argued that each individual behaves like two people: "one who wants clear lungs and long life and another who adores tabacco, or one who wants a lean body and another who wants dessert." People often face internal negotiations between doing what they want to do vesus doing what they think they should do... Too often, the want-self dominates the should-self in important real-world negotiations, leading to behavior and outcomes that you later regret."

From "Negotiation Genius" written by Deepak Malhotra and Max H. Bazerman, and published by Bantam Books