Most people are taught how to negotiate through positional bargaining, that is, by haggling over what you want, what you'll take, and what your bottom line is. Fortunately, there is a better way. It is called the method of principled negotiation , a process which decides issues on their merits.
Principled negotiation employs no tricks and no posturing.
It shows you how to obtain what you are entitled to and enables you to be fair while protecting you against those who would take advantage of your fairness. Roger Fisher and William Ury. Penguin Books, 1991. Power and Negotiation in Organizations. Steven C. Currall, Deanna Geddes, Stuart M. Schmidt, Arthur Hochner.