Why never walk into a negotiation alone

Surprisingly enough we are all human, even the most experienced negotiator, and as humans, we are not always conscious to our own emotions and basic needs, as a result we tend to react in times un rationally to an unforeseen situation, this could be the need to use reciprocity when not needed (give away more than you actually should have), or to react in anger or fear to a deal that might not be going in the direction you thought. That’s why I recommend that every negotiation team, has a minimum of two people leading the negotiations. One individual acting as a controller, looking for the positive in the process, pointing out the party’s common interests and needs, thereby providing an objective perspective at all times. Thus when the negotiations get difficult, or emotions start taking over from objective concerns and interests, He or She stays focused on the objective goals of the negotiation, and acts as a voice of reason when needed.