Summing Up

Different negotiations call for different tactics, but the overall approach is the same. Divide up the team, decide on your goal and tactics, do your intelligence, negotiate when you’re ready.

Simple or complex, you always have to know your role in the negotiation—and trust the other members of your team.

Don’t confuse your decision-making process with gathering intelligence about a deal.

Conning someone is not the way to make a deal. But you can and should use the truth to your best advantage.

And finally, nothing will smooth the way to a settlement like a whole bunch of bacon cooking in the hallway.