1_MC1 ._. 
The_AT importance_NN1 of_IO asking_VVG Negotiation_NN1 is_VBZ generally_RR considered_VVN one_MC1 of_IO the_AT essential_JJ skills_NN2 necessary_JJ for_IF organizational_JJ effectiveness_NN1 and_CC success_NN1 ._. 
Individuals_NN2 in_II all_DB types_NN2 of_IO organizations_NN2 and_CC at_RR21 all_RR22 organizational_JJ levels_NN2 negotiate_VV0 on_II a_AT1 daily_JJ basis_NN1 :_: staffing_NN1 requirements_NN2 ,_, budgets_NN2 ,_, project_NN1 deadlines_NN2 ,_, meeting_VVG dates_NN2 and_CC times_NNT2 ,_, joint_JJ ventures_NN2 ,_, and_RR31 so_RR32 forth_RR33 ._. 
Given_VVN the_AT importance_NN1 of_IO this_DD1 attribute_NN1 ,_, many_DA2 of_IO the_AT negotiating_NN1 skills_NN2 of_IO effective_JJ people_NN are_VBR employed_VVN in_II both_DB2 personal_JJ and_CC professional_JJ negotiations_NN2 ._. 
As_CSA with_IW most_DAT processes_NN2 --_JJ problem_NN1 solving_NN1 ,_, decision_NN1 making_VVG ,_, and_CC group_NN1 and_CC team_NN1 development_NN1 ,_, among_II others_NN2 --_NN1 the_AT early_JJ stages_NN2 of_IO the_AT negotiation_NN1 process_NN1 often_RR influence_VV0 how_RGQ succeeding_JJ stages_NN2 will_VM unfold_VVI ._. 
Figuring_VVG out_RP what_DDQ one_PN1 wants_VVZ is_VBZ part_NN1 of_IO the_AT challenge_NN1 in_II these_DD2 encounters_NN2 ,_, as_CSA all_DB humans_NN2 have_VH0 multiple_NN1 wants_VVZ and_CC needs_VVZ with_IW varying_JJ degrees_NN2 of_IO importance_NN1 ._. 
Yet_RR ,_, even_CS21 when_CS22 individuals_NN2 have_VH0 clear_JJ aspirations_NN2 ,_, they_PPHS2 often_RR do_VD0 not_XX ask_VVI for_IF what_DDQ they_PPHS2 want_VV0 ._. 
Instead_RR ,_, they_PPHS2 ask_VV0 for_IF less_DAR than_CSN what_DDQ they_PPHS2 truly_RR desire_NN1 (_( i.e._REX ,_, sub-optimize_VV0 )_) ,_, they_PPHS2 engage_VV0 the_AT other_JJ party_NN1 but_CCB do_VD0 n't_XX make_VVI a_AT1 request_NN1 ,_, or_CC they_PPHS2 choose_VV0 not_XX to_TO engage_VVI the_AT other_JJ party_NN1 altogether_RR ._. 
Studies_NN2 involving_VVG salary_NN1 negotiations_NN2 ,_, for_REX21 example_REX22 ,_, have_VH0 consistently_RR shown_VVN that_CST individuals_NN2 do_VD0 not_XX initiate_VVI compensation_NN1 discussions_NN2 ,_, despite_II the_AT fact_NN1 that_CST these_DD2 discussions_NN2 often_RR produce_VV0 higher_JJR salaries_NN2 ._. 
Further_RRR ,_, according_II21 to_II22 Rousseau_NP1 ,_, there_EX are_VBR many_DA2 additional_JJ opportunities_NN2 for_IF employees_NN2 to_TO negotiate_VVI special_JJ deals_NN2 --_NN1 such_II21 as_II22 flexible_JJ work_NN1 hours_NNT2 ,_, international_JJ work_NN1 assignments_NN2 ,_, and_CC educational_JJ opportunities_NN2 --_NN1 which_DDQ they_PPHS2 frequently_RR fail_VV0 to_TO do_VDI ._. 
For_IF some_DD people_NN ,_, the_AT inability_NN1 to_TO ask_VVI is_VBZ a_AT1 chronic_JJ problem_NN1 ._. 
They_PPHS2 lack_VV0 the_AT social_JJ skills_NN2 ,_, confidence_NN1 ,_, or_CC will_NN1 to_TO initiate_VVI encounters_NN2 ._. 
For_IF others_NN2 ,_, the_AT behavior_NN1 is_VBZ more_RGR episodic_JJ ,_, a_AT1 function_NN1 of_IO immediate_JJ conditions_NN2 ._. 
In_II either_DD1 case_NN1 ,_, the_AT result_NN1 is_VBZ almost_RR certain_JJ to_TO be_VBI the_AT same_DA :_: a_AT1 sub-optimal_JJ outcome_NN1 ._. 
Why_RRQ do_VD0 individuals_NN2 fail_VVI to_TO ask_VVI for_IF what_DDQ they_PPHS2 want_VV0 in_II a_AT1 negotiation_NN1 ,_, or_CC ask_VV0 for_IF less_DAR than_CSN they_PPHS2 desire_VV0 ,_, even_RR in_II apparently_RR benign_JJ situations_NN2 where_RRQ the_AT other_JJ party_NN1 is_VBZ willing_JJ to_TO cooperate_VVI and_CC the_AT likelihood_NN1 of_IO a_AT1 favorable_JJ agreement_NN1 is_VBZ quite_RG high_JJ ?_? 2_MC ._. 
Barriers_NN2 to_II initiation_NN1 The_AT reasons_NN2 why_RRQ individuals_NN2 fail_VV0 to_TO ask_VVI for_IF what_DDQ they_PPHS2 want_VV0 in_II a_AT1 negotiation_NN1 fall_NN1 into_II two_MC broad_JJ categories_NN2 :_: personal_JJ characteristics_NN2 and_CC situational_JJ factors_NN2 ._. 
The_AT former_DA are_VBR generally_RR associated_VVN with_IW a_AT1 chronic_JJ inability_NN1 to_TO take_VVI the_AT initiative_NN1 ,_, while_CS the_AT latter_DA are_VBR more_RGR commonly_RR associated_VVN with_IW an_AT1 episodic_JJ reluctance_NN1 to_TO initiate_VVI ._. 
Understanding_VVG these_DD2 sources_NN2 of_IO hesitation_NN1 in_II one_PN1 's_GE personal_JJ and_CC professional_JJ encounters_NN2 is_VBZ an_AT1 important_JJ first_MD step_NN1 in_II mastering_VVG the_AT initiation_NN1 process._NNU 2.1_MC ._. 
Personal_JJ characteristics_NN2 "_" Asking_VVG "_" is_VBZ a_AT1 form_NN1 of_IO verbal_JJ assertiveness_NN1 ,_, which_DDQ is_VBZ determined_VVN by_II (_( 1_MC1 )_) an_AT1 individual_NN1 's_GE belief_NN1 in_II the_AT propriety_NN1 or_CC appropriateness_NN1 of_IO such_DA behavior_NN1 ,_, and_CC (_( 2_MC )_) the_AT individual_NN1 's_GE confidence_NN1 in_II his_APPGE or_CC her_APPGE ability_NN1 to_TO function_VVI in_II a_AT1 certain_JJ manner_NN1 or_CC attain_VV0 certain_JJ goals_NN2 (_( i.e._REX ,_, self-efficacy_NN1 )_) ._. 
An_AT1 individual_NN1 's_GE attitude_NN1 or_CC belief_NN1 toward_II asking_VVG in_II negotiations_NN2 is_VBZ grounded_VVN in_II culture_NN1 and_CC socialization_NN1 ._. 
In_II some_DD cultures_NN2 ,_, people_NN are_VBR socialized_VVN to_TO conform_VVI to_II policies_NN2 ,_, procedures_NN2 ,_, and_CC rules_NN2 ;_; price_NN1 tags_NN2 ,_, posted_VVD notices_NN2 ,_, and_CC such_DA are_VBR viewed_VVN as_CSA implicit_JJ contracts_NN2 that_CST define_VV0 the_AT terms_NN2 or_CC conditions_NN2 of_IO an_AT1 encounter_NN1 ._. 
In_II other_JJ cultures_NN2 ,_, rules_NN2 are_VBR seen_VVN as_RG more_RGR symbolic_JJ than_CSN deterministic_JJ ,_, so_RR sticker_NN1 prices_NN2 and_CC the_AT like_JJ are_VBR viewed_VVN as_II but_CCB starting_VVG points_NN2 in_II negotiation_NN1 ._. 
Demographic_JJ factors_NN2 such_II21 as_II22 age_NN1 and_CC gender_NN1 determine_VV0 who_PNQS has_VHZ power_NN1 in_II social_JJ encounters_NN2 or_CC negotiations_NN2 in_II many_DA2 cultures_NN2 ,_, which_DDQ also_RR can_VM affect_VVI initiation_NN1 behavior_NN1 ._. 
In_II Japan_NP1 ,_, for_REX21 example_REX22 ,_, age_NN1 is_VBZ revered_VVN ._. 
An_AT1 individual_NN1 is_VBZ expected_VVN to_TO defer_VVI to_II the_AT wisdom_NN1 of_IO an_AT1 elder_NN1 in_II personal_JJ and_CC professional_JJ settings_NN2 ._. 
Consequently_RR ,_, elders_NN2 are_VBR more_RGR likely_JJ to_TO take_VVI the_AT lead_NN1 in_II discussions_NN2 ,_, while_CS younger_JJR members_NN2 listen_VV0 and_CC follow_VV0 ._. 
The_AT roles_NN2 and_CC behavior_NN1 of_IO men_NN2 and_CC women_NN2 often_RR are_VBR differentiated_VVN ,_, as_RR21 well_RR22 ._. 
In_II several_DA2 Middle_JJ Eastern_JJ countries_NN2 ,_, for_REX21 example_REX22 ,_, women_NN2 hold_VV0 a_AT1 more_RGR subservient_JJ role_NN1 in_II society_NN1 ._. 
In_II this_DD1 role_NN1 ,_, they_PPHS2 are_VBR expected_VVN to_TO defer_VVI to_II the_AT judgment_NN1 of_IO their_APPGE husbands_NN2 and_CC other_JJ males_NN2 ._. 
However_RR ,_, even_RR in_II Western_JJ societies_NN2 ,_, women_NN2 are_VBR less_RGR likely_JJ to_TO take_VVI the_AT initiative_NN1 in_II a_AT1 negotiation_NN1 ._. 
According_II21 to_II22 Babcock_NP1 and_CC Laschever_NP1 ,_, women_NN2 tend_VV0 to_TO be_VBI more_RGR apprehensive_JJ about_II negotiations_NN2 than_CSN are_VBR men_NN2 ,_, and_CC consequently_RR they_PPHS2 are_VBR less_RGR likely_JJ to_TO initiate_VVI a_AT1 negotiation_NN1 ._. 
Interestingly_RR ,_, when_CS they_PPHS2 do_VD0 negotiate_VVI --_JJ --_NN1 for_REX21 example_REX22 ,_, in_II salary_NN1 negotiations_NN2 --_JJ women_NN2 generally_RR ask_VV0 for_IF and_CC receive_VV0 considerably_RR less_DAR than_CSN do_VD0 men_NN2 ._. 
Culture_NN1 and_CC socialization_NN1 may_VM also_RR influence_VVI how_RRQ a_AT1 request_NN1 is_VBZ initiated_VVN ._. 
In_II low-context_JJ cultures_NN2 --_NN1 for_REX21 example_REX22 ,_, as_CSA found_VVN in_II the_AT United_NP1 States_NP1 ,_, Israel_NP1 ,_, Germany_NP1 ,_, and_CC Sweden_NP1 --_JJ communication_NN1 is_VBZ typically_RR precise_JJ ,_, direct_JJ ,_, and_CC verbal_JJ ._. 
However_RR ,_, in_II high-context_JJ cultures_NN2 --_NN1 such_II21 as_II22 found_VVD in_II many_DA2 Pacific_NP1 Rim_NN1 countries_NN2 --_JJ communication_NN1 is_VBZ usually_RR more_RGR implicit_JJ :_: based_VVN on_II context_NN1 ,_, relational_JJ development_NN1 ,_, and_CC nonverbal_JJ cues_NN2 ._. 
Not_XX only_RR might_VM we_PPIS2 expect_VVI someone_PN1 from_II a_AT1 low-context_JJ culture_NN1 to_TO be_VBI less_RGR concerned_JJ about_II the_AT social_JJ ramifications_NN2 of_IO initiating_VVG a_AT1 request_NN1 ,_, but_CCB this_DD1 individual_NN1 would_VM probably_RR be_VBI more_RGR direct_JJ and_CC vocal_JJ in_II making_VVG that_DD1 request_NN1 ._. 
The_AT other_JJ primary_JJ negotiator_NN1 characteristic_NN1 that_CST can_VM affect_VVI initiating_VVG behavior_NN1 is_VBZ self-efficacy_JJ ,_, or_CC the_AT belief_NN1 that_CST one_PN1 is_VBZ capable_JJ of_IO performing_VVG in_II a_AT1 certain_JJ manner_NN1 or_CC attaining_VVG certain_JJ goals_NN2 ._. 
In_RR21 general_RR22 ,_, if_CS a_AT1 negotiator_NN1 has_VHZ succeeded_VVN in_II similar_JJ situations_NN2 in_II the_AT past_NN1 ,_, or_CC at_RR21 least_RR22 has_VHZ seen_VVN others_NN2 do_VDI so_RR ,_, they_PPHS2 will_VM have_VHI more_DAR confidence_NN1 and_CC motivation_NN1 to_TO initiate_VVI a_AT1 request_NN1 ._. 
Lacking_VVG a_AT1 positive_JJ experience_NN1 ,_, novice_NN1 negotiators_NN2 will_VM often_RR assume_VVI that_CST the_AT parties_NN2 '_GE interests_NN2 are_VBR incompatible_JJ and_CC that_CST the_AT negotiation_NN1 will_VM be_VBI contentious_JJ ,_, causing_VVG hesitation_NN1 or_CC retreat_NN1 ._. 
In_II some_DD cases_NN2 ,_, physical_JJ manifestations_NN2 such_II21 as_II22 perspiring_VVG ,_, trembling_VVG ,_, and_CC stuttering_VVG may_VM further_RRR accentuate_VVI the_AT risks_NN2 of_IO asking_VVG in_II a_AT1 negotiation_NN1 ._. 
There_EX are_VBR ,_, of_RR21 course_RR22 ,_, some_DD individuals_NN2 who_PNQS have_VH0 an_AT1 innate_JJ confidence_NN1 that_CST appears_VVZ to_TO transcend_VVI social_JJ context_NN1 ,_, but_CCB for_IF most_DAT negotiators_NN2 ,_, self-efficacy_NN1 is_VBZ situationally_RR determined_VVN ._. 
That_REX21 is_REX22 ,_, confience_NN1 is_VBZ a_AT1 function_NN1 of_IO the_AT nature_NN1 of_IO the_AT request_NN1 ,_, the_AT environment_NN1 in_II which_DDQ the_AT request_NN1 takes_VVZ place_NN1 ,_, and_CC a_AT1 negotiator_NN1 's_GE perceptions_NN2 of_IO the_AT other_JJ party._NNU 2.2_MC ._. 
Situational_JJ factors_NN2 While_CS the_AT personal_JJ characteristics_NN2 of_IO a_AT1 negotiator_NN1 can_VM be_VBI somewhat_RR enduring_JJ ,_, there_EX are_VBR situational_JJ factors_NN2 which_DDQ may_VM moderate_VVI the_AT relationship_NN1 between_II an_AT1 individual_JJ and_CC his_APPGE or_CC her_APPGE intentions_NN2 to_TO initiate_VVI a_AT1 request_NN1 ._. 
These_DD2 factors_NN2 --_JJ clarity_NN1 of_IO purpose_NN1 ,_, salience_NN1 of_IO outcome_NN1 ,_, time_NNT1 constraints_NN2 ,_, perceived_VVD alternatives_NN2 ,_, role_NN1 definition_NN1 ,_, venue_NN1 or_CC setting_NN1 ,_, and_CC perceived_JJ counterpart_NN1 --_NN1 are_VBR likely_JJ to_TO be_VBI more_RGR dynamic_JJ ._. 
It_PPH1 is_VBZ not_XX uncommon_JJ for_IF a_AT1 negotiator_NN1 to_TO lack_VVI internal_JJ clarity_NN1 regarding_II what_DDQ they_PPHS2 want_VV0 or_CC need_VV0 in_II a_AT1 particular_JJ situation_NN1 ,_, which_DDQ can_VM impede_VVI initiation_NN1 ._. 
Most_DAT purchases_NN2 ,_, for_REX21 example_REX22 ,_, involve_VV0 multiple_JJ desires_NN2 on_II41 the_II42 part_II43 of_II44 the_AT buyer_NN1 :_: price_NN1 ,_, style_NN1 ,_, color_NN1 ,_, accessories_NN2 ,_, delivery_NN1 date_NN1 ,_, warranty_NN1 ,_, and_RR31 so_RR32 forth_RR33 ._. 
When_CS a_AT1 party_NN1 is_VBZ unclear_JJ about_II their_APPGE priorities_NN2 ,_, they_PPHS2 may_VM either_RR forget_VVI to_TO pursue_VVI some_DD issues_NN2 or_CC be_VBI reluctant_JJ to_TO do_VDI so_RR ._. 
The_AT more_DAR variables_NN2 that_CST come_VV0 into_II play_NN1 ,_, the_AT more_RGR likely_RR the_AT individual_NN1 is_VBZ to_TO lack_VVI clarity_NN1 ._. 
Presuming_VVG clarity_NN1 of_IO desire_NN1 ,_, the_AT salience_NN1 or_CC importance_NN1 of_IO one_PN1 's_GE preferred_JJ outcome_NN1 is_VBZ a_AT1 second_MD factor_NN1 that_CST can_VM moderate_VVI initiation_NN1 behavior_NN1 ._. 
Of_RR21 course_RR22 ,_, importance_NN1 is_VBZ a_AT1 relative_JJ concept_NN1 :_: what_DDQ is_VBZ important_JJ to_II one_MC1 person_NN1 might_VM not_XX be_VBI to_II another_DD1 ,_, and_CC this_DD1 importance_NN1 must_VM be_VBI determined_VVN in_II31 relation_II32 to_II33 other_JJ wants_NN2 and_CC needs_NN2 ._. 
Is_VBZ the_AT item_NN1 or_CC issue_NN1 in_II question_NN1 important_JJ enough_RR ,_, for_REX21 example_REX22 ,_, to_TO risk_VVI other_JJ issues_NN2 being_VBG brought_VVN to_II the_AT surface_NN1 during_II the_AT negotiation_NN1 ?_? 
There_EX are_VBR social_JJ costs_NN2 ,_, as_II31 well_II32 as_II33 economic_JJ costs_NN2 ,_, that_DD1 must_VM be_VBI taken_VVN into_II consideration_NN1 when_CS an_AT1 initiation_NN1 decision_NN1 is_VBZ made_VVN ._. 
When_RRQ negotiators_NN2 are_VBR forced_VVN to_TO make_VVI a_AT1 quick_JJ decision_NN1 --_NN1 whether_CSW due_JJ to_TO market_VVI conditions_NN2 ,_, workload_NN1 ,_, externally_RR imposed_VVN deadlines_NN2 ,_, or_CC some_DD other_JJ variable_NN1 --_NN1 they_PPHS2 will_VM often_RR be_VBI less_RGR motivated_JJ to_TO process_VVI information_NN1 ,_, be_VBI less_RGR likely_JJ to_TO revise_VVI unfounded_JJ distributive_JJ perceptions_NN2 ,_, and_CC have_VH0 a_AT1 greater_JJR likelihood_NN1 of_IO utilizing_VVG stereotypes_NN2 ._. 
In_II effect_NN1 ,_, time_NNT1 pressures_NN2 trigger_VV0 the_AT limbic_JJ system_NN1 of_IO the_AT human_JJ brain_NN1 ,_, to_II the_AT practical_JJ detriment_NN1 of_IO the_AT cerebrum_NN1 ._. 
While_CS the_AT former_DA controls_NN2 emotions_NN2 ,_, the_AT latter_DA is_VBZ responsible_JJ for_IF analyzing_VVG and_CC responding_VVG to_II situations_NN2 logically_RR or_CC creatively_RR ._. 
Thus_RR ,_, when_CS cornered_VVN into_II acting_VVG quickly_RR ,_, a_AT1 negotiator_NN1 is_VBZ less_RGR likely_JJ to_TO recognize_VVI the_AT importance_NN1 and_CC multiplicity_NN1 of_IO their_APPGE desires_NN2 and_CC see_VV0 the_AT ways_NN2 in_II which_DDQ a_AT1 request_NN1 can_VM be_VBI initiated_VVN such_CS21 that_CS22 it_PPH1 will_VM lead_VVI to_II a_AT1 win-win_JJ situation_NN1 ._. 
Generally_RR speaking_VVG ,_, having_VHG a_AT1 good_JJ alternative_NN1 is_VBZ one_MC1 of_IO the_AT most_RGT effective_JJ tools_NN2 in_II negotiating_NN1 ,_, whether_CSW that_DD1 alternative_NN1 involves_VVZ accepting_VVG the_AT status_NN121 quo_NN122 or_CC identifying_VVG another_DD1 party/option_NN1 ._. 
If_CS resigned_VVN to_II accepting_VVG the_AT status_NN121 quo_NN122 ,_, a_AT1 negotiator_NN1 can_VM still_RR engage_VVI their_APPGE counterpart_NN1 without_IW initiating_VVG a_AT1 request_NN1 ,_, which_DDQ leaves_VVZ open_JJ the_AT possibility_NN1 of_IO the_AT counterpart_NN1 broaching_VVG the_AT subject_NN1 and_CC making_VVG an_AT1 offer_NN1 ._. 
This_DD1 reduces_VVZ a_AT1 negotiator_NN1 's_GE anxiety_NN1 or_CC dissonance_NN1 ,_, since_CS the_AT introduction_NN1 of_IO their_APPGE want_NN1 or_CC need_NN1 was_VBDZ not_XX volunteered_VVN ._. 
For_IF its_APPGE part_NN1 ,_, identifying_VVG another_DD1 party/option_NN1 will_VM likely_RR have_VHI more_DAR potency_NN1 in_II determining_VVG a_AT1 negotiator_NN1 's_GE will_NN1 to_TO initiate_VVI a_AT1 request_NN1 ,_, particularly_RR if_CS the_AT alternative_NN1 involves_VVZ a_AT1 more_RGR familiar_JJ or_CC favorable_JJ negotiating_NN1 partner_NN1 ._. 
In_II most_DAT negotiations_NN2 ,_, individuals_NN2 find_VV0 themselves_PPX2 cast_VVN in_II a_AT1 role_NN1 :_: buyer_NN1 ,_, seller_NN1 ,_, agent_NN1 ,_, or_CC partner_NN1 ._. 
Each_DD1 role_NN1 comes_VVZ with_IW certain_JJ expectations_NN2 and_CC a_AT1 natural_JJ advantage_NN1 or_CC disadvantage_NN1 that_CST can_VM affect_VVI the_AT initiation_NN1 process_NN1 ._. 
For_REX21 example_REX22 ,_, unless_CS a_AT1 seller_NN1 is_VBZ highly_RR motivated_VVN ,_, it_PPH1 is_VBZ usually_RR the_AT buyer_NN1 who_PNQS approaches_VVZ the_AT seller_NN1 to_TO make_VVI an_AT1 inquiry_NN1 ._. 
This_DD1 automatically_RR gives_VVZ the_AT seller_NN1 leverage_NN1 ,_, as_II both_DB2 parties_NN2 will_VM presume_VVI that_CST the_AT seller_NN1 has_VHZ something_PN1 the_AT buyer_NN1 wants_VVZ ,_, and_CC that_CST the_AT buyer_NN1 may_VM not_XX have_VHI other_JJ alternatives_NN2 ._. 
Further_RRR ,_, if_CS the_AT buyer_NN1 must_VM travel_VVI to_II a_AT1 seller_NN1 's_GE unfamiliar_JJ and_CC highly_RR public_JJ establishment_NN1 ,_, it_PPH1 can_VM create_VVI even_RR greater_JJR disadvantage_NN1 and_CC anxiety_NN1 ;_; individuals_NN2 typically_RR have_VH0 more_DAR difficulty_NN1 asking_VVG for_IF what_DDQ they_PPHS2 want_VV0 when_RRQ the_AT negotiating_NN1 venue_NN1 is_VBZ public_JJ ,_, for_II31 fear_II32 of_II33 being_VBG embarrassed_VVN in_II the_AT presence_NN1 of_IO others_NN2 if_CS their_APPGE request_NN1 is_VBZ denied._NNU 4_MC ._. 
Final_JJ thoughts_NN2 During_II his_APPGE first_MD campaign_NN1 for_IF the_AT U.S._NP1 House_NN1 of_IO Representatives_NN2 ,_, Tip_VV0 O'Neill_NP1 was_VBDZ surprised_JJ to_TO learn_VVI that_CST a_AT1 neighbor_NN1 he_PPHS1 had_VHD known_VVN all_DB his_APPGE life_NN1 --_JJ someone_PN1 who_PNQS not_XX only_RR shared_VVD his_APPGE political_JJ philosophy_NN1 ,_, but_CCB also_RR for_IF whom_PNQO he_PPHS1 had_VHD done_VDN a_AT1 variety_NN1 of_IO chores_NN2 growing_VVG up_RP --_NN1 was_VBDZ not_XX planning_VVG to_TO vote_VVI for_IF him_PPHO1 ._. 
After_II reminding_VVG the_AT neighbor_NN1 of_IO all_DB they_PPHS2 had_VHD shared_VVN over_II the_AT years_NNT2 ,_, O'Neill_NP1 inquired_VVD as_II21 to_II22 why_RRQ she_PPHS1 would_VM not_XX be_VBI voting_VVG for_IF him_PPHO1 ._. 
"_" Because_CS you_PPY did_VDD not_XX ask_VVI me_PPIO1 ,_, "_" she_PPHS1 replied_VVD ._. 
Ultimately_RR ,_, Tip_VV0 O'Neill_NP1 became_VVD very_RG good_JJ at_II asking_VVG ,_, as_CSA he_PPHS1 was_VBDZ re-elected_VVN to_II office_NN1 16_MC times_NNT2 ._. 
For_IF countless_JJ individuals_NN2 ,_, however_RR ,_, asking_VVG is_VBZ one_MC1 of_IO the_AT most_RGT difficult_JJ aspects_NN2 of_IO negotiation_NN1 ._. 
Since_CS in_II many_DA2 cases_NN2 it_PPH1 is_VBZ both_RR a_AT1 voluntary_JJ and_CC public_JJ act_NN1 ,_, asking_VVG can_VM bring_VVI on_II considerable_JJ angst_NN1 ,_, even_CS21 if_CS22 the_AT outcome_NN1 is_VBZ favorable_JJ ._. 
Nonetheless_RR ,_, asking_VVG is_VBZ one_MC1 of_IO the_AT things_NN2 a_AT1 negotiator_NN1 generally_RR must_VM do_VDI if_CS he_PPHS1 or_CC she_PPHS1 hopes_VVZ to_TO get_VVI something_PN1 that_CST is_VBZ needed_VVN or_CC desired_VVD ._. 
Most_DAT of_IO us_PPIO2 have_VH0 had_VHN years_NNT2 of_IO experience_NN1 negotiating_VVG personally_RR and_CC professionally_RR ._. 
Those_DD2 experiences_NN2 ,_, and_CC the_AT lessons_NN2 taken_VVN from_II them_PPHO2 ,_, are_VBR captured_VVN in_II the_AT cognitive_JJ scripts_NN2 stored_VVN in_II our_APPGE brains_NN2 ._. 
While_CS the_AT vast_JJ majority_NN1 of_IO these_DD2 scripts_NN2 may_VM serve_VVI us_PPIO2 well_RR ,_, some_DD can_VM limit_VVI our_APPGE ability_NN1 to_TO ask_VVI for_IF what_DDQ we_PPIS2 want_VV0 in_II31 pursuit_II32 of_II33 otherwise_RR highly-achievable_JJ goals_NN2 ._. 
And_CC ,_, even_RR effective_JJ scripts_NN2 are_VBR of_IO little_JJ value_NN1 if_CS our_APPGE emotions_NN2 limit_VV0 their_APPGE accessibility_NN1 ._. 
The_AT good_JJ news_NN1 is_VBZ that_DD1 negotiation_NN1 is_VBZ a_AT1 skill_NN1 ,_, and_CC skills_NN2 can_VM be_VBI acquired_VVN through_II practice_NN1 ._. 
Further_RRR ,_, there_EX are_VBR countless_JJ negotiations_NN2 occurring_VVG daily_RR in_II one_PN1 's_GE personal_JJ and_CC professional_JJ life_NN1 whereby_RRQ this_DD1 practice_NN1 can_VM take_VVI place_NN1 ._. 
By_II beginning_VVG with_IW more_RGR benign_JJ situations_NN2 ,_, an_AT1 individual_NN1 can_VM gain_VVI the_AT experience_NN1 and_CC confidence_NN1 to_TO approach_VVI more_RGR challenging_JJ negotiations_NN2 ._. 
Consider_VV0 a_AT1 situation_NN1 which_DDQ occurred_VVD at_II a_AT1 large_JJ ,_, east-coast_JJ teaching_NN1 hospital_NN1 ._. 
One_MC1 of_IO the_AT best_JJT minds_NN2 in_II the_AT cardiology_NN1 department_NN1 began_VVD talking_VVG with_IW colleagues_NN2 privately_RR about_II a_AT1 potential_JJ opportunity_NN1 with_IW another_DD1 hospital_NN1 ._. 
The_AT other_JJ hospital_NN1 had_VHD recently_RR purchased_VVN a_AT1 new_JJ scanning_NN1 device_NN1 and_CC had_VHD increased_VVN its_APPGE financial_JJ support_NN1 for_IF medical_JJ research_NN1 ._. 
Some_DD colleagues_NN2 became_VVD concerned_JJ that_CST this_DD1 individual_NN1 might_VM leave_VVI the_AT hospital_NN1 ,_, depriving_VVG the_AT institution_NN1 of_IO not_XX only_RR his_APPGE keen_JJ intellect_NN1 ,_, but_CCB also_RR the_AT heightened_JJ reputation_NN1 it_PPH1 enjoyed_VVD with_IW the_AT cardiologist_NN1 on_II staff_NN ._. 
At_II the_AT same_DA time_NNT1 ,_, the_AT cardiologist_NN1 researcher_NN1 shared_VVD the_AT information_NN1 he_PPHS1 had_VHD regarding_II the_AT other_JJ hospital_NN1 with_IW several_DA2 individuals_NN2 in_II other_JJ departments_NN2 ,_, including_II the_AT heads_NN2 of_IO two_MC of_IO these_DD2 departments_NN2 ._. 
Concerns_VVZ that_CST this_DD1 physician_NN1 might_VM leave_VVI made_VVN their_APPGE way_NN1 to_II the_AT chief_JJ administrator_NN1 ,_, who_PNQS eventually_RR invited_VVD the_AT cardiologist_NN1 to_II a_AT1 meeting_NN1 to_TO discuss_VVI ways_NN2 to_TO keep_VVI him_PPHO1 with_IW the_AT hospital_NN1 ._. 
This_DD1 ,_, of_RR21 course_RR22 ,_, created_VVD an_AT1 ideal_JJ negotiable_JJ moment_NN1 for_IF the_AT cardiologist_NN1 ._. 
