Don't Take Yourself Hostage - That's Really Good Advice.

Chris, if you're going to leave the listeners with a couple of tips on things that you think they absolutely must know about negotiation, what would they be? Chris: Don't take yourself hostage. Let the other side talk first. If you're afraid to hear him out, then you're taking yourself hostage. You will leave money on the table if you're striving for neutral. There's really solid data out there that when we're in a positive frame of mind with 31% smart sales, people make 37% more deals in apositive frame of mind.