Justice in the Old West was swift and brutal. Commit a crime and do the time was a reality although some would say a lot of guilty-looking men did a lot of hard time for the real bad guys!

In a negotiation justice does not always get served. It is not a commodity with intrinsic value.

Justice is defined as the quality of being just or righteousness. It also can mean the administering of deserved punishment or reward. And it can refer to actions such as upholding the justice of a cause.

Getting justice from a negotiation is an emotional reward. It is a satisfier. It is a ‘want’, not a ‘need’.

When you are involved and someone is demanding ‘justice’ you may be able to find a way to satisfy this stated ‘want’ by exchanging it for one of your ‘needs’. How hard is it to concede to an emotional ‘need’ with an apology to gain a tangible commodity in exchange, like payment in full of your contract or resolution of a terrible fight with your spouse?

In Seven Secrets to WINNING Without Losing a Friend, I discuss the importance of understanding the differences between ‘wants’ and ‘needs’. Both are important aspects in a negotiation.

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