1. It is important to use summary to

1. Consolidate progress.
2. Avoid making an opening statement.
3. Confirm listening to other partys concerns.
4. Secure position.

2. In negotiation Judo not Sumo Means:

1. Responding to a proposal.
2. Giving them what they want on your terms.
3. Handling conflict
4. Blocking unreasonable proposal

3. When receiving a proposal, you should always

1. Give a counter proposal.
2. Search for weakness in the proposal.
3. Argue against it.
4. Probe the basis of the proposal.

4. Rather than just arguing on an unrealistic demand, you should

1. State a grievance.
2. Put a price on demand.
3. Block the demand.
4. Make a realistic counter-proposal.

5. When a claimant is making a multi pointed claim, it is in his interest to

1. Shorten the list of demands.
2. List all the items at once to avoid being dismissed.
3. Not to disclose priority.
4. Go item by item.