I will start with a quote from the article: "The whole process requires secrecy, deceit, and manipulation to be really good at it". This is the absolute wrong attitude or vision of what negotiation must be. And that's why people who believe that fail! Making a deal is nothing. Living with a deal is everything. If during the process you lie or try to take undue advantage, the deal you sign will be poisoned. Negotiate in good faith. If the other party does not, then walk away. It is that simple. And that's what the author learned...something that has been known for a few centuries :-)