11) What tools can be used by negotiators, in a negotiation session, to remain focused on the issues?
Skilled negotiators tend to be composed, courteous, able to analyze information quickly, and on the serious side. The goal is to create a comfortable atmosphere for the participants. Skilled negotiators tend to be good listeners. They carefully summarize or repeat main ideas to demonstrate respect by being attentive and trying to understand what is being said. However, it should be done subtly - mechanical repetition will seem stilted or even strange. Negotiators use repetition as a tool to help people remain focused on the issues. When they must ask questions, the questions are carefully formulated to be neutral.