Learning from the following favorite words：
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Negotiators often lack the technical expertise necessary to formulate credible solution to their disputes or find answer to questions such as: What effects will a specific action, such as a new plant, have on key constituents? How might possible effects be enhanced or mitigated? Talks are likely to remain at a standstill until answers are generated that all parties at the table accept and understand.
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Sometimes, the best way of dealing with a negotiating partner who ha adopted an irrational negotiating posture is to confront them with the facts and, if possible, try to involve them in a process of joint fact-finding
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Learning from the following favorite words：
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If the analysts have a hard time communicating with the parties or with one another, an intermediary with the appropriate technical background may be needed to carry the joint fact-finding process forward.
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Learning from the following favorite words：
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Define the appropriate methods of analysis. It is important to ask all advisers to subscribe to the ground rules. They also need to make explicit the assumptions they bring to the task at hand.
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Quote from <Good for you, great for me>
Learning from the following favorite words：
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Sometimes, the best way of dealing with a negotiating partner who has adopted an irrational negotiating posture is to confront them with the facts and, if possible, try to involve them in a process of joint fact-finding.
”
Quote from <Good for you, great for me>
Learning from the following favorite words：
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My Golden rule of negotiation says that you should treat your partner the way you’d like to be treated yourself. Negotiation theory suggests that you focus on interests, not positions; separate inventing from committing; invest heavily in what-if questions; insist on object criteria; and try to build nearly self-enforcing agreements.
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One of the first rules of negotiation is to assume that your partner is rational. Approach each new negotiation with an open mind. Differences in life experience may lead to what look like strange behaviors, so instead of jumping to conclusions, try to imagine how the negotiation might look to the other side.
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Learning from the following favorite words：
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When your negotiation partner seems irrational:
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Learning from the following favorite words：
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When faced with a stubborn partner, imagine what might be going on in his head. Perhaps he’s dealing with some new corporate guidelines that govern how he is supposed to proceed. Maybe he’s been burned in the past because he wasn’t able to manage his internal negotiations while proceeding with external negotiations simultaneously.
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Learning from the following favorite words：
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Your negotiation partner is perfectly rational; it’s just that you don’t understand how the world looks to him. One of the first rules of negotiation is to assume that your partner is rational. Approach each new negotiation with open mind.
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