A negotiator is asked to agree to a small favor or statement. Later the negotiator is asked to commit to a larger request. The probability of them agreeing to the second, larger request increases if they have already established their agreement to the small request. People generally have a need to demonstrate consistent behavior.
The Forked Tail Effect: Once we form a negative impression of someone, we tend to view everything else about them in a negative fashion. It is hard to recover from a bad first impression.
Breaking down a problem into solvable parts and creating multiple-issue negotiations from what appear to be single-issue negotiations. This process generally leads to better agreements and more creative Both-Win® agreements where new value is created.
If involved in a complex, multi-issue negotiation, it is often helpful to divide up the negotiation into its various components; come to agreement on the simpler issues; and then tackle the tougher issues. This can help pave a way to agreement. During the course of coming to an agreement on the simpler issue, relationships improve, [...]
Organizing information, facts, issues, and potential outcomes so the negotiator can gain a better perspective of what the negotiation will involve and where boundaries should be established. Using a Framing process helps the negotiator gain a better understanding of the relationships between all the factors likely to emerge in the negotiation and consider a variety [...]
An ethical test. Would you be completely comfortable if your actions and statements during this negotiation were printed in full on the front page of the local newspaper or were reported on the news?
Literally, a thing finished; in slang, a done deal.