The best negotiator I knew always acted like an idiot. He acted so well that I thought he was really stupid. I also thought at the time that he was my best friend.
That was probably an act also. Just two years later he stopped talking to me forever.
I ran into him in the street the other day. He smiled and shook my hand. I felt warm, like he liked me again. Then he was gone.
Negotiation is first about warmth. Two sides deciding if they want to be friends with each other. If they want to be in the same tribe, fighting side by side in this harsh world.
After that it’s about vulnerability. Making yourself into the type of person someone else wants to take care of.