Secrets of Power Negotiating

What you say in the first few moments of a negotiation often sets the climate of the negotiation

Let’s recap the reasons for asking for more than you expect to get:

I find that most people want the same thing from a negotiation: They want a fair deal for both sides. They want to use their new negotiating skills to improve their position. They want to be skilled enough to stop the other side from taking advantage of them.