He is free who knows how

to keep in his own hands

the power to decide.

—Salvador de Madariaga

The telephone is a vital verbal link in modern life. On a daily basis, you probably use a phone more often than you do a knife, fork, or spoon. A phone is attractively shaped. It’s smooth to the touch. It’s easy to pick up. It looks harmless. Is it harmless? No. It can cause serious misunderstandings (“I had no idea you meant that!”). It can be employed as an instrument of deception (“Your check is in the mail”). And it is a powerful economic force—millions of dollars are gained or lost according to the degree of understanding with which it is used.

Above all, the telephone commands attention. When its persistent ringing occurs, there is always the instinctive thought, “Who wants me?” Even would-be suicides have been lured from high, narrow ledges by the compelling need to answer its call.

Yet despite its significance, few people take the time to examine the unique role the telephone plays in negotiations. Let us analyze this widespread activity.

Characteristics of Phone Negotiations: