Every negotiation is an agreement between two or more parties with all parties having the right to veto—the right to say "no"
Your job is not to be liked. It is to be respected and effective.
Results are not valid goals.
Money has nothing to do with a valid mission and purpose.
Never, ever spill your beans in the lobby—or anywhere else.
Never enter a negotiation—never make a phone call —without a valid agenda.
The only valid goals are those you can control: behavior and activity.
Mission and purpose must be set in the adversary's world; our world must be secondary.