When you are in the middle of a negotiation, how do decisions get made? 

All too often a lot of us end up leaving these types of decisions up to chance  no matter what negotiation styles or negotiating techniques we are  using. These decisions can take on a lot of different disguises  including if we are talking with the best person to be doing the  negotiating for the other side, if we’ll negotiate in person, what will  be talked about, how long it will last, etc. 

We need to take the time to  ask ourselves about how we want to design the deal that we want to get.