By the end of this chapter, you should be able to:
• Concentrate on the subtle signals of the opposition that reveal shifts and weaknesses in their position.
• Maintain objectivity and control in the face of emotional behavior in a negotiating session.
• Use passive and active tactics to control and guide a negotiation.
Self-discipline is an essential attribute of the successful negotiator. We have discussed the need for negotiators to know just exactly what is to be negotiated, to develop a realistic negotiation position based on primary and secondary sources of information, to differentiate important ...