Nilrikman and others of the halfway research group have done some research into the differences between average and good negotiators. They found negotiators with the good trait record and studied them in action. They compared them with another group of average negotiators and found that there was no difference in the time that the two groups spent on planning their strategy. However, (1)___________________________. The average negotiators thought in terms of the present, but the good negotiators took a long-time review.
They made lots of suggestions and considered twice the number of the alternatives. The average negotiators set their objectives as single points. We hope to get two dollars, for example. The good negotiators (2)________________________, which they might formulate as“We hope to get two dollars, but if we get one dollar and fifty, it will be all right.”. The average negotiators tried to persuade by giving lots of reasons. They use a lot of different arguments. The good negotiators didn’t give many reasons. They just repeated the same ones. (3)___________________________, checking they were understood correctly.
