It usually pays to dig in on a main issue early on. This influences the other party's expectation of the final deal that could be struck. Concessions are made on the secondary issues.
Let others come to you. The earlier you can dig in the better. It stops the other party from winning a mass of concessions from you later. However, for your line to be held, the other person's interest must be high. Otherwise s/he will walk away from your rigid position and you will have to weaken yourself by conceding to the other party.
It helps if you can get the other party to make the first bid. This now sets the limit of their expectations and leaves you free to move to the other extreme. Sometimes they will offer you more than you expect. Ask for a little more just the same.
Don't settle quickly because they will believe they could have done better.
Stories from members will add great value to these maxims
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