Negotiating Principles

Set the tone early, offset any bad rumors, be candid.
Utilize "human factors" and be open about feelings and motives: this will enhance trust.
Avoid presenting too many issues, highlight the strongest ones.
Avoid deadlines, lessening the chance for needless concessions.
Summarize frequently: this enhances understanding.
Present arguments calmly, without personalization, and make sure they are logically supported.
Avoid use of personal opinions in arguments.
Avoid ultimatums and other forms of non-negotiable demands.
Admit, when appropriate, the validity of the other party's arguments.