“If I…, what can you…?” Trading is the key to negotiation and everything you offer should be balanced by something you get in return. Preparation is vital. Know your and their interests, your walk-away position and where you’ll walk to. The better your walk away position, the more power you have. Be tough on the problem and don’t let it get personal. It’s not about bullying or conceding so that one party goes away bruised. Don’t burn your bridges. You may want to engage with this client another time.