There has been a great deal of research into the art of negotiation, and, in particular, into what makes a "good" negotiator. One point most researchers seem to agree on is that good negotiators try to create a harmonious atmosphere at the start of a negotiation. They make an effort to establish a good rapport with their counterparts. Therefore, there may be a willingness on both sides to make concessions. Good negotiators generally wish to reach an agreement which meets the interests of both sides in the long run. They therefore tend to take a long-term view to ensure that the agreement will improve. Instead of seeking immediate gains, it is more important to ensure that they do not harm their relationship with the other party. Skillful negotiators are flexible. They do not "lock themselves" into a position so that they will lose face if they have to compromise. ______ . For example, instead of insisting that they must get a large order only once, they opt for small orders that may help develop long-term cooperation with their partners.