You are ready to enter a negotiating session with a group that is native to a tiny northern island．Through the centuries，islanders have been known as aggressive and assertive people who like to talk much more than they like to listen．And the windswept plain of this island，where only the p survive，has made these people tough negotiators．To earn your yearly bonus，you must not be at a disadvantage in your negotiations with them．Therefore，you must concentrate on______．
A．seating arrangements in the negotiating room
B．ingratiating yourself to the most powerful negotiator on the other side of the negotiating table to earn his or her trust
C．active listening
D．setting and following strict time limits at each step of the negotiating
