All you really need to know about negotiation, you learned in kindergarten.

More than 30 years ago Robert Fogle published a simple credo that became a number-one New York Times Bestseller, selling over 7 million copies worldwide. 

It’s called, All I Really Need to Know I Learned in Kindergarten.

There are some great insights and truths we can learn from that today, especially about negotiation.

Here’s one that rings especially relevant today.

Play fair - at the most basic level, even children understand this. Don’t pile on. Don’t take advantage of people just because you can.

Don’t confuse this with playing soft. Professional athletes – golfers, football & basketball payers live in highly competitive worlds and they play hard, but they don’t cheat.

In the 1925 US Open, golfer Bobby Jones assessed himself a one-stroke penalty for unintentionally causing his ball to move.  No one else saw it move.  The self-imposed penalty forced a 36-hole playoff between Jones and Scotsman William Macfarlane, which Bobby lost—denying him a record fifth US Open.

Playing fair is good advice for two reasons.  The first is moral.  it’s the way we should be as human beings.  Secondly, it’s good business, because word gets around. 

I’ve found that for people who deal sharply in any industry, sooner or later the truth comes out.  Technology today allows thousands, even millions to know the truth before noon.  We’ve all known CEOs and executives who “don’t play well with others”.  Word gets around. Play fair. 

Say you’re sorry when you hurt someone. In tough negotiations, even with the most well-intentioned, things can get out of hand. Tempers can flare. Harsh words can be said, and actions can be taken. And, on occasion, people can take it personally and relationships are damaged. When that happens, take care of it. Schedule a meeting with the other party (face-to-face if possible) and deliver a sincere apology.