Psychology of NegotiationPassive TechniquesAlertnessDominationReasonablenessUnreasonablenessSilenceActive TechniquesBlaming an Absent Party“Strawman” IssuesInsultWalkoutTime PressureRecessOffering AlternativesTimingUsing QuestionsMore Effective TechniquesHolding Back Strong PointsDividing the Opposition’s TeamThe Informal MeetingStaying on TrackConclusionsRecapReview Questions