Negotiating without being a pushover

Do:

• Frame the negotiations as a problem-solving challenge.
• Take the time to make small talk. It’ll build connections you can leverage later on.
• Stress the areas on which you agree, and use words like “we” to signal you are invested in the relationship.

Don’t:

• Reflexively cave on issues because you think it’ll win you favor. 
• Simply ask what the other side wants. Ask why they want it.
• Mistake impact for intent. The other side may have their own unique pressures that restrict their ability to maneuver.