Important Tips

1.Never take the first offer.

2.Use the trade-off technique. Example: "If I do that for you, what will you do for me?"

3.Don't come to the table with just one issue (i.e., price).

4.Understand the "vise technique: "You'll have to do better than that." Best response: "How much better do I have to do?"

5.Don't be the first party to split the difference.

6.Use the "set aside" technique to avoid an deadlock ("Let's set aside this issue and talk about some other items we can agree upon"). Then the time investment works in your favor.

7.Use the" feel/felt/found" technique