Summing Up

Demands and deadlines make most people nervous. They shouldn’t. In most instances, they help good negotiators move together toward a win-win conclusion.

Separate real demands from BS. Ask yourself: What is the other guy focusing on? What topics does he keep coming back to?

Deal breakers can be dealt with at the beginning or the end of the negotiating session—it’s up to you.

Don’t let the other guy’s negotiating deadline become your deadline. It’s not.