Successful negotiating requires preparation and a well thought out strategy.
Virtually every aspect of the process is important for building strong relationships and positive outcomes for both sides.
Face-to-face dialogue can provide you with necessary components of understanding such as facial expressions and body language. Powerful negotiators know that physical positioning can make a difference in how their message is accepted.
In The Secrets of Power Negotiating, by Roger Dawon, the author suggests the following configurations for effective negotiating: