Don't cave in on your bargaining goals just to make your opponent feel good about the outcome. Negotiable Terms Equalization is answering your opponent's position. Once you've established your opponent's motives, you'll be able to predict how he will act at the bargaining table. When you know in advance what arguments he will raise, you'll be able to answer each one of them. Equalization is the ability to answer your opponent's positions or arguments with equally compelling positions of your own.
Equalization is absolutely essential.
If your opponent raises an issue that you can't equalize, his argument will remain hanging in the air with no response. Then you'll never convince him to meet your terms. One way you can anticipate and understand your opponent's moves is to think about what you will do at the bargaining table. For example, say you're preparing to buy a new home. The one you're interested in is in a great location and has a lot of potential, but there are also quite a few flaws with the place.