Ask about details. Appraise the value of what you are being asked to give and what you are getting. Ask them to consider the values being exchanged. To this point you have only exchanged information and have not given up anything. Regardless of whether the other side is cooperative or aggressive, they haven't gotten anything but education in where the negotiation needs to go.
Valuation is work, it is crucial and it can be difficult.
Why combine lecture with practice. Framing has seven elements or steps that you go through, and you should use the metaphor of assessing a patient when you think of framing a conflict. Define the People. You can let the parties discuss styles in their own terms or you can teach them more about negotiation styles when framing. Balancing the relative importance of issues is the work of negotiation.