Howard Raiffa, the best-selling author of the book “The Art and Science of Negotiation,” was with a friend when he bought his morning paper from an old, run-down newsstand. The counter, the paint, and the roof of the stand did not appeal to Raiffa’s friend. Neither did the owner, who was in a bad mood.

Raiffa left his money on the counter, interrupted his conversation with his frie…