I recommend reading "Never Split The Difference," the book is great and it has served me well in negotiations. Where you're right: yes, you need to foster the

I recommend reading "Never Split The Difference," the book is great and it has served me well in negotiations. Where you're right: yes, you need to foster the conversation. It's a skill that one develops with practice. Where you're wrong: I negotiate for my consulting business and I can guarantee you that the companies don't have "the power." The power is held by whoever is better at negotiating. If you're good at negotiating, you will hold the power.