I went to Universal Studios with these tickets. They were expired a week before I went. No, I didn’t pull a sleight of hand, David Blaine street magic crap. All I did was call the company.

You might be asking what’s the value of practicing in situations like this? I want to negotiate the big stuff! Well, you don’t get to be a Premier League level player without first having practiced your trade in the lower leagues. You don’t get to be a Jedi Master without going through padawan-ship.

You can’t just read about negotiation. The real world will put you on the spot, reject you, make you uncomfortable. A big part of negotiation is understanding how you react to these situations. Things that a book can’t teach you.

Get to the table

Last week, I shared how most people lose before they even get to the table. They’ve already …