1. No negotiable positions are appropriate under some circumstances. They serve to lower the expectations of the other party. They can also help make the other party more willing to compromise rather than risk a serious confrontation.

2. It is appropriate to negotiate things without considering the cost of deadlock or the degree of mutual dependence between the parties.

3. Sometimes explaining why the demands are non-negotiable is the best concession you can give.

4. It is recommendable to conduct _________ talks to diffuse the hostility and gain a better understanding of the other party’s position.

5. Do ask some questions for which you already have the answers can help you calibrate the credibility of the other person.

6. When only one party achieves an objective, the other should be compensated for accommodating.

7. As part of preparing for a negotiation, it is advisable to create a list of all the negotiation issues, prioritize, and a tradeoff between the parties.

8. Good negotiators have superior listening skills, they always are looking for better alternatives, and they stand for his /her values and recognize the other party values as well.

9. The negotiation process can be described as 1.Problem and criteria definition 2.identify the needs and desire of the parties 3.creating a list of possible solutions, and 4.rank and evaluate available options.

10. Good negotiators have superior listening skills, they always are looking for better alternatives, and they stand for his /her values and recognize the other party’s values as well.

11. Do take frequent recess periods and repeated your questions.

12. Be creative as a negotiator and focus on the question only you believe will be asked at the negotiation table.

13. Stop listening and ask a question. Write your questions down and ask them as soon as possible.

14. Be careful using “______” during a negotiation– it may sound like a challenge.

15. Consider building new _______ to close the gaps, like cost reduction on the parties, which can be very valuable.

16. Any time is a good time to ask a question during a negotiation.

17. Do you get your questions ready in advance? Few of us are bright enough to think fast on our feet.

18. Good negotiators look at the option to _________ of what is being negotiated to accommodate both parties’ needs.

19. The negotiation process can be described as 1.Problem and criteria definition 2.____________ 3.Creating a list of possible solutions, and 4.Rank and evaluate available options.

20. The best questions and answers come at the negotiation table, not before the negotiating.