There are two types of negotiations. One where it is a one off deal and you will probably never work with the person again. The other is where you are enterin

There are two types of negotiations. One where it is a one off deal and you will probably never work with the person again. The other is where you are entering into a business arrangement that requires ongoing cooperation. The same techniques cannot be applied to both. Unfortunately a lot of negotiation advice doesn't specify which situation it is better applied to but it's worth keeping in mind.