Summing Up

Sooner or later every negotiation hits the end game—the last two or three points between you and the deal.

With the goal in sight, tension can rise. This is the time to keep your cool. Whether you’re a Zen Buddhist or a city cop who plays killer basketball to relax, program in some quick down time to keep cool.

Egos are always a problem, but they can be killers at the closing. Be alert—not just for yours, but for your opposite number’s. Feed it if it helps.

In hostage situations, the surrender is one of the most dangerous times of all. In everyday negotiations, take a tip from the hostage people—don’t allow your opposite number to be surprised.