The Difference Between Average and Expert Negotiators

The experts mapped out a series of dance steps they might be able to take with the other side, devoting more than a third of their planning comments to finding common ground. The average negotiators were more likely to enter into defend attack spirals and dismissively shot down their opponents proposals. Expert negotiators rarely went on offense or defense but expressed curiosity by asking questions like "So you don't see any merit in this proposal at all?"