ABSTRACT
On an annual basis, we were negotiating the prices of a full package of products with a major client in the electronics industry. They had scheduled a two-day meeting to come to agreement on the pricing and conditions for the coming year. We knew their negotiators quite well (we thought) and we knew their tactics: they enjoyed using all the tricks of the negotiation trade to gain maximum benefit-and they were usually very successful with their approach. Unfortunately this would happen again this year.
