One of the __1__ many companies make is to __2__ a member of their upper management as a __3__ without actually considering his or her negotiating __4__. In many cases, being the boss almost __5__ someone from being a good negotiator. Such a person may be used to getting their way without question and unable to __6__ in the give and take that's at the heart of negotiations. unless their management style is strongly based in __7__, they will be unwilling to allow for the needs of their __8__. The negotiator must always __9__ the middle ground. He or she must enter the negotiation process with the understanding that both __10__ must leave the table with a sense that they've received “enough”.