For anyone interested in learning about negotiating, I highly recommend Roger Dawson's tapes 'The Secrets of Power Negotiating' from Nightingale Conant.
Assuming a Reasonable Stance
This strategy is the most common and effective tactic. In other words, be open to compromise, suggestions and concession. You may not agree with everything said, but listen to the suggestions and take the ideas that you like. In the end compromise is always the key to a successful negotiating session. Demanding More in a First Offer
At first demanding more that you are really expecting to get is an excellent negotiating strategy. This approach get the negotiations under way and may force the opponent to make the first serious offer. On the other hand, the demand could be viewed as so outrageous that the demander is seen as not really being interested in negotiating in good faith. False Demand
This is another traditional negotiating tactic. By posing a demand and then taking it back, a person convinces other that they are being reasonable and sincere in their negotiations. This action also sets an example for others to follow and do the same. A related tactic is to convince an opponent that the current offer is one's bottom-line position. Negotiating with Authority
Using this tactic, a person tries to convince others that he/she is the most knowledgeable person on a particular issues or subject. The opinion of a person who negotiates from a position of strength will be given great weight in the formulation of a solution. The person who appears to be the leader will attract followers and gain support for his or her actions. Of course, having established such a position, being proven wrong can be disastrous. Playing one Opponent off Against Another
This tactic can enable a person to obtain the upper hand against a stronger opponent by letting him or her direct his or her energies in the wrong direction. In some cases, an opponent will not take the bait and you may find yourself in a weaker position. Anger
A negotiator can use anger to draw attention to a point. Anger can be real or fake. In both cases, it signals the seriousness of a negotiator's position and raises doubts about the reasonableness of an opponent's position. This tactic could, however, create an equally angry response. Aggression
People may use aggression by emphasizing errors and flaws in an opponent's argument. It also weakens the opponent's confidence in the position that they have taken. On the other hand, an aggressive stance might embarrass a person in such as way that he/she becomes more stubborn on the issue than before. Surrendering
This can sometimes limit potential damage and let a delegate appeal to his or her opponent's sense of ethics and fairness. However, an opponent may not take pity if this tactic is used too late in the negotiating process, instead, the opponent may "go for the kill". Horse Trading
When two people disagree on two or more issues, the can propose a swap; each gives up something in exchange for something else. That way both sides win and gain something out of the deal. Dividing the Issues
Sometimes a people appear to be more divided on an issue than they actually are. By identifying points of common agreement, the areas of disagreement can be reduced. Making a list of all outstanding points is also a good way to clarify the issues remaining and to begin to resolve them one by one. | 
