When we picture ourselves in a negotiation, we often see ourselves using  our negotiation styles and negotiating techniques to make a point. 

Or  perhaps at the board drawing out a scenario. Or maybe even handing  papers to the other side for them to review. What we don’t often see is ourselves on the defensive.  However, if the other side consists of skilled negotiators, there is a  very good chance that at some point in time during the negotiations  we’re going to end up with our backs to the wall. 

What we need are some defensive strategies that we can use when this happens to us.