In a negotiation, you must be aware of what motivates you to adopt certain actions during the negotiation, and you must be observant of the opposing negotiator’s body language.
Recently I delivered a presentation on negotiation strategies at a conference for a worldwide organization. The hotel in which the organization booked my sleeping arrangements was very nice. I was really impressed by the accommodations and the special treatment I received from the hotel staff. I had a high value perception of the hotel.