Know your counterpart's intention.
Is he here to take, or is he here to truly negotiate a give-and-take? Everyone wants a positive outcome from a negotiation, but not all negotiations will work out. If you identify early that your counterpart is manipulative and wants to take advantage of the situation, you may need to be prepared to walk away, or you must show your strong grasp of the situation and that you will not be easily forced into a bad deal.
When you understand your opponent's intention, you will know how to better negotiate, and when to stop wasting time.
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