That's the difference between distributive and integrative negotiations. The tactics listed in this post are mostly for distributive bargaining, which works mor

That's the difference between distributive and integrative negotiations. The tactics listed in this post are mostly for distributive bargaining, which works more when you have some set pie that you're dividing up (it's a zero-sum game), as opposed to coming up with out-of-the-box solutions, and particularly if you don't expect to have to deal with the other person again. Part of the beginning of a negotiation is figuring out which path the negotiation is going to go down. Textbooks on negotiation cover both - distributive approaches just make for better "quick advice" and "self help" content, particularly since advice on integrative approaches is a bit less actionable.