A great negotiator never loses sight of his goal.
Goals are not something you set just once before a negotiation.
Even during negotiations, frequent checks are necessary.
It's important to continually check in with your partner to see if they're on the same page, whether new events or information require adjustments to your goals, and whether your current words and actions are helping you achieve your goals.

--- p.82~83

The principle of less is as bad as less, which helps us realize that the end goal of negotiation is not to beat the other party, but to get what you want.
If you become overly fixated on beating your opponent, it's easy to lose sight of the real goal of the negotiation.

--- p.107

A cheerful attitude is a good starting point for a conversation.
People tend to give in to pleasant people.
Therefore, it is necessary to consider the influence of the individual's tendencies in negotiating.
When people with compatible personalities meet, negotiations go smoothly.
So, in some cases, the most incompetent-looking employee may be the best negotiator.

--- p.148

The other person is in the same situation as you.
They too are sometimes hungry, thirsty, tired, and in pain.
They are human too, so communicate with them human to human.
In negotiations, everyday conversations are as important as the main content of the negotiation.
Jokes and conversations about interesting topics can go a long way toward creating a cooperative atmosphere.

--- p.208

When interpersonal relationships become entangled during negotiations, it becomes more difficult to achieve goals.
Because emotions have a strong influence in most human relationships.
Being swayed by emotions is likely to make the situation worse.
Therefore, successful negotiations involving interpersonal relationships require emotional empathy as much as a focus on the goal.

--- p.295

Trust is an essential foundation for any relationship.
Because lying to the other person can ruin the relationship.
Because it is an act of abandoning Shinori.
Conversely, even if the news is bad, telling the truth can actually improve relationships.
Of course, most people don't think that way.
But we must keep in mind that trying to cover up bad facts will only result in a loss of trust.

--- p.309