Once more with feeling

What is your image of a skilled negotiator? Someone with ice in her veins? The poker player, playing his cards close to his chest and never revealing to the other side what he is feeling or thinking? Inscrutable, stony-faced? If that's your image of a skilled negotiator you may be surprised to hear that Huthwaite research into what skilled negotiators actually do in face-to-face negotiations shows the opposite!