Negotiation Journal: The Rhythm of the Deal: Negotiation as a Dance: The Dance of Empathy: When “No” Means “Yes”:  “As the cadences of the music — and the rhythm of the negotiation — shift markedly, the dancers now take up a very different set of moves. We are moving from spectacular to even more expressive dance. The tone is now softer, less confrontational, an expression of what each partner seeks. The castanets give way to strings; the dance has now become a ballet. As body stances soften and movements become more elastic, we realize that the negotiators have shifted to the dance of empathy. In this dance, playfully illustrated at www.youtube.com/watch?v=WEpToIz9Ku4&feature=related, the telling of each story continues, and expression continues to reign supreme, but now it goes deeper, beyond demands and arguments.

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