Distractions During Negotiation

[Nicholas A.]

Hello :)

I am currently reading David Lindahl's "Multi-Family Millions", and in chapter 9 he discusses negotiation secrets. I am sure as most know, and some may not know, all emotions must be kept out of the negotiation. This can be hard at times though, due to circumstances out of our control. 

What have you experienced at the negotiation table that caught you off guard? How do you prepare for negotiations?

Thanks,

Nick Aja