Presenting these studied facts and figures of the opposite party during the course of negotiation, shows the awareness of the negotiator and prohibits exaggerated statements from the other party. It also portrays a better picture of the negotiator on the other party. Points to be discussed and emphasised should be sorted out before the negotiation deal. Arguments on each point should be worked out. This exercise will save the time and confusion and also save the discussion session from getting bore. Documentary proofs of the facts should be kept and presented when required, to generate confidence. Enough opportunity should be given to the other party to present its views. This may lead to some points which the negotiator planned to discuss, but are automatically agreed upon by the other party.
Behaviour of an expert negotiator during the meeting may always remain clam and friendly. Even if unpleasant things go on, he or she should keep cool and try to mould the things in his or her favour. Negotiator should never show extreme gestures like over-excitement, or perturbed. A good negotiator should be a good listener.
An expert negotiator peeps into the eyes of the other party while presenting his or her views. This is a psychological action.