Talk to people who know the person you're negotiating with. Then use that info in your negotiations. Before you go into negotiations, determine your bottom line and write it on a piece of paper. That way, once you're engaged, you won't lose track of what you need from the process. Discomfort with silence has probably doomed more negotiations then greed.
People say damaging things just to fill up the space.
Be smart, be patient and your silence can become golden. Use everything you've learned about the other person to create a new proposal that will meet both of your needs. Nothing gives a person power in a negotiation like knowing he's the pony you've got to ride. Hopefully, with these strategies you'll sail right through the negotiations. You'll come together, and both of you will be able to show your companies the money.