According to Casse, a successful American negotiator acts as follows:
1. Knows when to compromise
2. Takes a firm stand at the beginning of the negotiation
3. Refuses to make concessions beforehand
4. Keeps his or her cards close to his or her chest
5. Accepts compromises only when the negotiation is deadlocked
6. Sets up the general principles and delegates the detail work to associates
7. Keeps a maximum of options open before negotiation
8. Operates in good faith
9. Respects the opponents
10. States his or her position as clearly as possible
11. Knows when he or she wishes a negotiation to move on
12. Is fully briefed about the negotiated issues
13. Has a good sense of timing and is consistent
14. Makes the other party reveal his or her position while keeping his or her own position hidden as long as possible
15. Lets the other negotiator come forward first and looks for the best deal
American Negotiators : Economic article from Global Management Catagory American Negotiators
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