From Leigh Steinberg’s “Winning with Integrity: Getting What You Want Without Selling Your Soul”

The Twelve Essential Rules of Negotiation

1. Align yourself with people who share your values.
2. Learn all you can about the other party.
3. Convince the other party that you have an option — even if you don’t.
4. Set your limits before the negotiation begins.
5. Establish a climate of cooperation, not conflict.
6. In the face of intimidation, show no fear.
7. Learn to listen.
8. Be comfortable with silence.
9. Avoid playing split-the-difference.
10. Emphasize your concessions; minimize the other party’s.
11. Never push a losing argument to the end.
12. Develop relationships, not conquests.