The reason that we are willing to invest the time in a negotiation is  because we believe that by using our negotiation styles and negotiating  techniques we’ll be able to eventually reach a deal with the other side.  

However, in order to make that happen, at some point in time the negotiations have to come to an end. We need to close them down. In the movie Glengarry Glen Ross Alec Baldwin’s character tells his employees “ABC: Always Be Closing”.  This is not a good idea – it’s a bit cutthroat and it means that you  have to ignore the other side’s needs. 

What’s the right way to wrap up a  negotiation?