"There should be room to negotiate in a negotiation," That was a memorable quote in the movie Founding of a Republic.
Over the years, I have learned that when negotiating we should give the other negotiator many ways out. The fundamental rule in negotiating is that we must seem to allow him at least 1 way out - a way to save his face - while getting him to do what we want him to do. If we don't allow him a way out - or a way that seems to be an out - it will be very difficult to get him to act, even unknowingly, in our interests.
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