If a party becomes a net loser in the arrangement, the agreement will neither be stable nor reliable. Of course I can't say that I agree with all and every line in this book, but I strongly recommend its reading. It was written in the fairest possible way but it necessarily includes a perspective because its authors are human beings. I myself would not be able to produce a perfectly objective piece. Outsiders may believe that diplomats use tricks and lies or semi lies to induce others to an agreement.
Nothing is more distant to reality.
In fact it is possi-ble to deceive other delegates at some point in time or to cheat in a given circumstance, but no solid result may be built from that. On the contrary, to be faithful and loyal pays back very well in my own experience. I never lied in a negotiation. People may like me or not, but I think they believe me. Once again I encourage you to read this book and to contribute with your best efforts to negotiations, which shall have as the ultimate aim, the enhancement of human welfare.