谈判者不把他们考虑的事情全盘托出,这样做自有道理。保留部分信息、不全盘托出可以是出于自我防卫的考虑。如果卖方将他的底细露出,他将为此付出代价,而如果买方把他必须得到的东西泄露出去．他也可能会被敲竹杠。同样,在谈判桌上,当有人假装无权作出决定．或者是信口许诺却无意兑现承诺,那么这种欺骗也会导致敌意的产生。许多人喜欢选择面对面的会谈。他们认为,通过看对方的眼神或是感觉握手的力度即能判断他的诚意和承诺。谈判者对一项要求作出让步,是因为他“眨了眼”而被对手乘虚而入。而如果谈判方达成了一致．则是因为他们“彼此对视”的结果。 Negotiators do not fully consider what they are considering, which is self-justifying. Retain some of the information, do not fully support it out of self-defense considerations. If the seller reveals his details, he will pay for it, and if the buyer leaks what he has to get. He may also be knocked over. Likewise, at the negotiating table, when someone pretends not to be able to make a decision. Or promises of promises but no intention to honor promises, then this deception will lead to hostility. Many people like to choose face-to-face talks. They think his sincerity and commitment can be judged by looking at each other’s eyes or by feeling the intensity of a handshake. The negotiators made a concession for a request because he “blinked” and was taken advantage of by his opponent. And if the negotiators reached agreement It is because they “see each other” result.