By Roger Dawson

1. Devalue the importance of the bargaining chip — don’t let someone know how important it is to you.
2. If you reach an impasse, set aside the key issue and create momentum by reaching agreement on little points.
3. Never jump at the first offer, however well as it looks.
4. At the end, nibble for something extra, or something the other party wouldn’t agree to earlier. However, look out for people nibbling on you. You’re most vulnerable when you think the negotiations are all over.
5. Flinch at the other side’s proposal. They may not think for a moment that you’ll agree to it and flinching will get you a concession.
6. When asked for a small concession, ask for something in return. It stops the grinding away process.
7. Position the other side for easy acceptance with a small concession made at just the last moment.

Excerpted from a book, Roger Dawson’s Secrets of Power Negotiating (Career Press, $21.95). Details: 1-800-YDAWSON.