8 Make small concessions, one at a time, and always get something in return – give nothing away for free.
9 Trade concessions using “If…then…”
10 Build clear and unambiguous agreements by asking “What if…”
11 Make the process enjoyable – if the task is stuck change the subject. (The person with the most flexibility in any interaction will get the best result.)
12 Resolve deadlock by finding out what the other party’s concerns are and understanding the concerns.
13 You cannot negotiate a complaint; ask for what you want.
14 Written numbers appear more real than spoken numbers. This is an illusion.