If you deviate from a procedure, you move away from it., If a decision is mutually acceptable, both sides are happy with it., If you challenge a statement, you force the other person to justify it., If you impose something on someone, you don't give them a choice., If you set the agenda, your actions determine how the rest of the meeting will run., A framework is, simpler than a structured agenda., Probing questions, are attempts to discover hidden details., If you have room for maneuver, you can be flexible., If you trade concessions, you give something in return for something from the other part, If you back down, you accept that you cannot have all you want., If you back somebody into a corner, you make it impossible for them to find a way out., If you give some ground, you make a concession., A sticking point, is something that could cause the negotiation to fail., If you take a time out, you have a break from the negotiation., If you clinch the deal, you reach an agreement., If you tie loose ends, you finalize all the remaining details.
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