... about the trappings of the bargaining venue or the bargainers themselves. We’re advised that the person in the “power seat” (head of the table, back to the window, facing the door) is likely to ... They just lighten up on the “if ”! For the Japanese, the only difference between a yes and a no is the size of the “if.” To say no they crank the “if” up, and to say yes they crank it down. THOMAS’S ... one technique or the other, and why. The final stop before the Rules is Chapter 5, Win- Win Negotiating. There, we explain how humans come prewired with a deep-seated need to save face, and,...