The more extreme the opening positions and the smaller the concessions the more time and effort it will take to discover whether or not agreement is possible.
7
In a soft negotiating game the standard moves are to make offers and concessions, to trust the other side, to be friendly, and to yield as necessary to avoid confrontation.
9
If the hard bargainer insists on concessions and makes threats while the soft bargainer yields in order to avoid confrontation and insists on agreement, the negotiating game is biased in favor of the hard player.
10
It has been said that the cheapest concession you can make to the other side is to let them know that they have been heard.
