Workshop participants suggest that people have different verbal styles, that language affects negotiations, and that a good negotiator listens carefully to the other side's language. The pragmatic effects of people's differing perceptions and use of language on negotiation are examined. Three points are highlighted: (1) the negotiation process appears more complicated than many people believe it to be, (2) communication is essential and central to negotiation, and (3) language must be considered as part of communication. The various aspects of language that speakers and listeners in negotiation should consider are addressed, particularly the use of the linguistic mitigator. When negotiators use mitigators -- words, expressions, or grammatical forms that tone down the aggressiveness projected -- they are providing information beyond the substantive content of their statements. The tendency of good mediators to use mitigators in tough spots to reflect concern for the other side and to maintain a continuing dialogue is identified. Also, the consequences of using mitigators are examined: those who use too few tend to be considered blunt and antagonistic; those who use too many are considered mushy. Finally, the usefulness of jokes in the mediation process is reported.