Time.
The rule of time is that whoever has the loosest time constraints has an advantage in any negotiating situation.
Information.
The rule of information is that whichever party has the best information has an advantage.
Power.
The rule of power is that whichever party has the greatest perceived power has an advantage.
Go for win-win or no deal.
Having negotiated a variety of deals myself, I am convinced that it’s in everyone’s best interest that both parties be committed to a win-win deal.
Decide what you want in advance.
Before starting any negotiation, decide what are your “must have” terms, “nice to have” terms, and “must not have” terms.
Commit everything to paper.
Never sign a contract that doesn’t accurately reflect what you’ve verbally agreed to. Sometimes a publisher will tell you one thing and then send you a contract that says something entirely differently.
Never negotiate against yourself.
If you make an offer, and the other party refuses, always wait for a counteroffer. Never say, “$5000? No? Ok, how about $4000?”
Everything is negotiable.
Well, almost everything. Consider your first offer in any deal to be just a starting point for negotiations.

Taken from http://www.ejovi.net/

Full article here http://www.dexterity.com/articles/negotiating.htm

   

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