Never let your client push his or her spouse into a corner or otherwise make the spouse feel committed to struggle to the bitter end. The threat of "loss of face" can ruin even the best intentioned negotiations.

Illustration:

In Ben's example, under "Lack of Preparation", his loss of face could have been avoided. In negotiations Ben's wife could have suggested that his remark as he left the house was made in the heat of the moment and was understandable at that time. Now that they had both calmed down, she expected both of them to negotiate fairly. This maneuver would have invited Ben to join her in more rational discussions, suggested that she is sharing the fault with him for his stupid statement, and cleared the table for improved discussions based on fairness.

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