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weeks vacation, reimbursement for her moving expenses, firm payment for the training courses she wants to take, a modest “signing bonus,” and a company car. She plans to concede the moving expenses and company car quickly, in exchange for the other items she desires more. These concessions would make the vice president feel relieved when he only has to give her the signing bonus and course payments.
    C HOREOGRAPHING I MPENDING I NTERACTIONS
    Plan ahead. Think about how you will induce your opponents to move from their opening positions to where you want them to end up. You want to choreograph the impending interaction in a manner that enhances the probability that you will obtain the terms you wish to get. Following the presentation of opening positions, do you envision a few large concessions or a series of smaller concessions? Which of the different bargaining techniques (featured in chapter 8 ) do you plan to use to move the opponents in your direction? The more you envision being successful, the more likely you are to achieve your ultimate objectives. Since your adversaries may not behave exactly as you anticipated, you must retain sufficient flexibility to counteract unexpected opponent conduct.
    Plan When and Where to Negotiate
    Don’t be so concerned about the substantive aspects of your upcoming bargaining encounter that you fail to consider the contextual factors —the time, date, and setting for the discussions. These essential factors frame the negotiation.Skilled negotiators sometimes permit the other party to choose the location in order to demonstrate their good faith and to create more cooperative environments. Most people feel more comfortable in familiar surroundings and prefer, whenever possible, to negotiate in their own homes or offices. However, when dealing with retail establishments, the salespeople generally control the negotiating environments. Prospective buyers must normally go to the retail stores, car dealerships, or real estate offices involved.
    If the discussions are to occur in a location that you select, how do you plan to arrange the furniture? If there is a square or rectangular table in the room, angry adversaries are likely to take seats on opposite sides of the table. This confrontational configuration heightens the anxiety level and lessens the possibility of a pleasant interaction. If you can select a round or oval table and have the participants sit adjacent to one another around the table, this more cooperative setting should enhance the talks. Even if a square or rectangular table is used, seating the participants on adjacent sides, instead of directly across from one another, can similarly enhance the bargaining environment. If a sofa is available, you can create a cooperative situation by having the parties sit next to one another.
    If you go to the other side’s office and feel uncomfortable as soon as you enter the negotiating space, look around and ask yourself whether this person has deliberately set the room up to make you feel uncomfortable. Has he or she sat in a raised chair and given you a short, uncomfortable chair? Has he or she taken up most of the space with his or her own desk and chair, forcing you to sit in a chair with your back against the wall to place you on the defensive?
    Some adversaries may place your chair in a place where you will have bright sunlight in your eyes! A few unscrupulous car dealers or real estate agents place hidden microphones in the room so they can listen to your conversations with your spouse or partner when you think you are conferring confidentially. If you ever encounter such opponents, remember one thing: They are viciously competitive individuals who will do whatever it takes to defeat you. Be on your guard, and don’t hesitate to use the “attitudinal bargaining” discussed in chapter 3 to moderate their offensive behavior. If you suspect that your opponents are eavesdropping on your side’s private conversations, plan