 Are you trying to get everything you can, or are you trying not to be a sucker? Being combative, being argumentative, that's not persuasive, yet we see this in politics, we see this from some leaders, and we often mislabel it as, oh, well, that's what powerful people do. They argue their way to the top, they beat others into submission. We don't get involved in many high stakes negotiations in our lives, so we're relying on these dramatic representations. In my research, when I've asked people, which is more accurate? Are you trying to get everything you can, or are you trying not to be a sucker? So anyone listening can predict what people say, but the vast majority of people are just trying not to be a sucker. That's all we want. And so when you're meeting someone else, you're expecting that they're going to try to get everything that they can. The reality is they're just trying not to be a sucker, and if you can show them that you're not trying to make them a sucker, it goes such a long way.