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. They have a range of objectives, which allow them to make concessions in view of their long term goal. 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 corporation with their partners. Successful negotiators do not want a negotiation to break down. If problems arise, they suggest ways of resolving them. ______ . Instead of giving up right away, they keep the communication open, select a few arguments and repeat them. This suggests that tenacity is an important quality. Finally, when the deal is done, they confirm it and close it so that both sides feel satisfied.