You are a salesperson, whether you like it or not. You're going to convince people to buy into your ideas, services, product, or career path.

It is, therefore, useful to learn how to convince people.

You want the counterpart to negotiate against themselves.

• Ask them to make the first offer or to initiate the conversation. Let them know that they are the expert; they've done it more. It is more beneficial to get them to open up and show their initial hand.
• When they show their initial hand, you can do the flinch in some fashion, or just pause "hmm" and say, "that is a bit more than I would have expected," and then wait in silence.
• They may backpedal, especially a novice or intermediate negotiator. Then ask, "Is that the best you can offer?" and then pause again.