The Importance of Optimism in Negotiation

Every negotiation involves two negotiations that are going on simultaneously. A huge percentage of the outcome of a andy negotiation itis bon to depend on what goes on in that internal negotiation. And that's why you have to be an optimist, even if, when things look awful, you have to find the positive. You have to look for yet one of my strengths in the situation,. What are the limits to the other side's power? These are all questions that you have to ask so that ou can wind up with an optimistic view of what's going to take place.