The General Impressions

The general impressions that skilled negotiators seem to convey is they are people who keep their cards close to their chest and do not reveal their feelings. | Feelings are in themselves not observable and Huthwaite's researchers could not measure them directly. | Hence, they used a surrogate method- they countered the number of times that the negotiators talked about their feelings or motives. | The results showed that contrary to the general impressions, skilled negotiators are more likely to give information about internal events than are average negotiators. | This contrasts sharply with the amount of information given about external events such as facts, clarifications and general expressions of opinion.