Summing Up

Everybody’s a little nuts when it comes to negotiations. Be prepared to deal with different personality types differently—change your tactics, not your goals.

Never be afraid of dealing with a professional negotiator. If you’ve done your homework, pros are the easiest people to work with.

The key to not being bullied: Know your goal before you get into the situation, and stick to it. Keep separation between the negotiator and the commander. This way, if the negotiator is bullied, a bad decision won’t result.

Cover all important points in the negotiation stage, even if the other side doesn’t.