He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat." Robert Estabrook

To disagree in a polite, yet friendly manner, while appearing to agree, is perhaps the most effective way of being a diplomat in negotiation exchanges. In negotiations, the advantage is lost if one loses one's stance of calm, caring concern for the other party's interests. One will find success at the negotiating table when one seeks not to offend or insult, which is the result of losing this concern. Even if one does it unknowingly, one loses face, as well as a good portion of one's negotiating power. A principled negotiator will not lose face for any reason.

Jan Ulijn is a researcher of intercultural negotiations and states "Professional technical communicators increasingly find themselves in a negotiation situation where cultural differences have caused misperceptions." Ulijn proposes that with the globalization...
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