You may be surprised to know that the answer to all six questions is NO!

1. A surprising outcome of Huthwaite research was that skilled negotiators reveal what they are thinking and feeling. This flies in the face of the popular impression of skilled negotiators being like poker players with ice in their blood. On the contrary, skilled negotiators will frequently refer to how they feel about the subject or process of the negotiation.

2. Huthwaite research shows that skilled negotiators spend about the same time getting ready to negotiate as average negotiators. However, skilled negotiators use their time differently when getting ready to negotiate. Instead of focussing on the information that they need to negotiate they consider the ways that they can use the information to achieve their objectives.

3. The question should be re-phrased "Do successful negotiators use more reasons to back up their arguments than average negotiators?"
Again, this may seem counter-intuitive. We found that skilled negotiators used fewer reasons to back up their arguments. Using more reasons allows the other side to exploit the weakest reason which can be used to undermine the argument.

4. Skilled negotiators spend more time considering areas of common ground. Common ground is key to establishing and maintaining a climate which will support constructive negotiations.

5. Skilled negotiators avoid saying 'no'. Instead they may refer to their feelings ("I'm not entirely comfortable with that proposal") or they may test their understanding ("Are you really saying that….?). If they do need to state disagreement, skilled negotiators will give their reasons first then tell the other side that they disagree.

6. Skilled negotiators avoid agreeing items one-by-one. Instead they link different issues together so that they can trade one against the other.