as well as our own needs—will be met in the process. When negotiations get
tough, you must prove this desire. In Augsberger’s words, “Presence, not ab-
sence, is the real source of power. And an act of the will is the answer—I will
work through until we break through. I’m here to stay.”
SELLING WITH EQ
- Keep your eyes wide open to games, tactics, and maneuvers in the
negotiation process. - Never lose sight of the relational consequences in a negotiation.
- Know your negotiating style and tendencies as well as those of the
person with whom you are negotiating.
Negotiating Emotion 241