Know what you want. Do they have it? Know what they want (listen; try to see their perspective). Do you have it? Remember that leaving money on the table mi

Know what you want. Do they have it? Know what they want (listen; try to see their perspective). Do you have it? Remember that leaving money on the table might seem a sub-optimal negotiation, but think of it as an investment in the relationship - for if you ever deal with this person again (which you will).