I finally gave my International Negotiating class some numbers to play with. For the last few weeks, I’ve given business undergrads case studies that didn’t include specific figures for profit, loss, cost, price, valuation etc. Drove them nuts. They came in looking for the math. Instead they had to figure out strategies and goal systems. They were NOT amused. But when forced to consider goals, methods and contingency plans, they did great. Of course, the moment they had numbers to manipulate they turned negotiating into an arithmetic exercise. Sound like anyone you know?