Remember also that the numeric pattern of your concessions and the customer's concessions can give away information. Or alternatively it can be used purposefully by the negotiator to give out false information. For example, the customer who increases his offer each time by a smaller amount and seems to be converging on a point that you might guess would be his LAS, could in fact be sending a false signal as to the true location of his LAS which might conceivably be much higher.

Next, remember that when you must make a concession you always want to try to get something in return. You should resist bidding against yourself or making concessions without getting anything back.

When you negotiate, don't be impatient, impatience can lead to all sorts of disasters.

The impatient negotiator might try to use the "jelly bean theory." to try to close the deal fast. Thus he makes large concessions early in the negotiation hoping that the other side will say "thank you" and close the deal. Instead, the other side will usually say "give me more." A big concession whets the other side's appetite for more concessions. Also, it may lead to deadlock if, as a result of your big early concession, you convince the customer that your LAS is much lower than it actually is.

The impatient negotiator might try to"split the difference" when positions are still far apart, thus revealing that his settlement range at least goes to the mid-point of the space that separates the positions.

The impatient negotiator might get worried if things seem to move slowly. If you are impatient and the other side senses it, they will wait. Furthermore, remember that often good negotiators wait until the 11th hour before making major concessions. Their attitude is, "We have time; why should I blink first? If I wait, maybe they'll get impatient and they'll make the first major concession." Therefore, as deadlines approach and the time seems to be running out, don't be discouraged. Remember how many of the role plays that we did in the course went right down to the wire. Play the game to its fullest and be prepared for things to begin moving at the 11th hour.

Finally, remember to avoid focusing on your LAS. Think about your MSP and settling at the customer's LAS. That's how you make better deals. If you keep focusing on your own LAS, you may well end up making bigger and more concessions than you really need to.