As a young trial lawyer in the 1980’s I had a take no prisoners approach when negotiating. The theory was that you only show strength, never weakness and power your way to convincing the other side of the value of your case.
Validate or show respect for your adversary’s arguments? Blasphemy!
Smile and just be chill when negotiating with your adversary? Not in warfare!
Decades later, and now into a second career in the alternative dispute world, I have become fascinated with the art and science behind dispute resolution. Not how to bully and muscle one’s way to a result but the psychology and sociology involved in interpersonal dispute resolution.