NEGOTIATION TACTICS (A PRIMER) Item 1: Open with flattery. Use both hands. Item 2: Construct a scoreboard. Skew the data. Item 3: Recruit the dog. The dog is always neutral. The dog is never neutral. Item 4: The eyebrow across the room knows everything you know. Item 5: Keep pitching. The room's attention is a thing with a door. Item 6: Winter light is not on your side. It shows too much. Item 7: Confidence is not a bluff if you haven't checked. Item 8: The third column of the scoreboard reads ??? Item 9: This is how all the good arguments begin.