ABSTRACT
It is common to negotiate with the same parties over and over again. You must therefore consider very carefully how your actions and demeanor will affect these working relationships. Even if you see people at the bargaining table only once, your reputation will still be at stake. Always be honest and fair in your dealings with others. After the agreement, both sides must feel good about honoring the new commitment. An excellent negotiator is one who can carry the day and still find that the opposition would not hesitate to negotiate with him or her again.
