In any negotiation: [1]. Learn as much as possible about the other side. Information is power. [2][3]. Salary isn't the only thing. There's a lot more that

In any negotiation: [1]. Learn as much as possible about the other side. Information is power. [2][3]. Salary isn't the only thing. There's a lot more that goes into an employment negotiation. Don't get stuck on an issue, come back to it later. [1] I knew I was getting a pay cut, and I was OK with that, different company and environment, I was getting more of what I wanted. But I made it a real sticking issue, and was sure not to get too much of a cut, including references to where I was 2-5 years ago as if to anchor myself to. This made HR really uncomfortable as they had no bargaining point, I was the high ball and I knew out of range. [2] As salary, but flexibility and essentially "50% time" (in Google lingo) was my goal I had it written into contract but not binding on my side. It was true 50% time with no penalty, only upside. I knew what they needed to deliver, and could do this on the existing 50%. Risk on my side if I couldn't. [3] You may be handed the unexpected in the meantime, as they thought you thought it was valuable, but to them it's cheap (for example, holiday). Exasperated at my calling my wife over every clause (an ultimate hard negotiation style), or having a 'breathing time' break every 10 minutes, and my constantly deferring actual wage talks, they just gave 10 extra days holiday per year. They said I mentioned it, perhaps from a previous contract I mentioned off-cuff, and had no impact on my decision on final agreement. While at the same time constantly signalling a win-win to HR, graciously appealed body language, etc. And then back to calling my wife for every other clause. I highly recommend Harvard's Program on Negotiation: pon.harvard.edu (I think). It opened my eyes to looking at other ways to discuss things, and how being non-single issue focused really wins the day. Subscribe to their newsletter, lots of case studies and examples shared, all free. Probably not easy to learn in a day. For others reading, it would be a really good experience to gather together some of their exercises (really low prices, around $2 per copy) and practice some similar role-plays together. Sally Suprano, Eazer's Garage and The Consultant most immediately recallable in contract negotiation.