The Curse of Negotiation Phobia

Some people relish negotiation. Many others loathe it.

Arnaud Karsenti, a real estate entrepreneur in Florida, is proudly in the first category. “I love negotiation,” he says. “The hairier the better!”

But then there’s Chris Robbins, an emergency room physician in a Boston hospital. Chris is the kind of doctor I’d want if I were wheeled in on a stretcher: Calm and focused amidst all the stress. But that’s true only in the ER. That composure falls apart when it comes to negotiating.