Duringa negotiation, it would be wise not to take anything personally. If you leavepersonalities out of it, you will be able to see opportunities moreobjectively.
Usenon-verbal communication to SOFTEN the hard-line position of others: S =Smile, O = Open, Posture, F = Forward Lean, T = Touch, E = Eye Contact, N =Nod.
Neverforget the power of silence, that massively disconcerting pause which goes onand on and may at last induce an opponent to babble and backtrack nervously.
