• Be willing to walk.

Never get into a position where you are not willing to walk, terminate the negotiations. If I ever get the impression that you will hang in there no matter what, you are totally at my mercy. At a minimum, I will probably be able to get you to give me more than you really wanted to give. Also, I will simply 'dig in' and give no more than I have already offered. In fact, if I really believe that you will not walk, you may find me actually reducing my offer. Simply remember that, if you ever reach a point where you are unwilling to walk, the negotiations are over. The outcome is totally under my control.

•You are horse trading.

Remember that 80 percent of the movement will occur during the final 20 percent of the process. Here we are talking about an old horse trading principle. Always save a little of your consideration for the final moments of the negotiating process. Do not run out of negotiating room until you get to the end of the negotiating process. Always have a couple of options left for horse trading. Another benefit is that I will leave the negotiation feeling that I got the last concession. That will make me feel a little smug and feel as if I am the superior negotiator. Among other things, this will probably lead to my underestimating you the next time we negotiate.

• Don't become impatient.

The person with whom you are negotiating will gradually get a little frustrated and will want to move the process along. He/she will probably be impatient with only 20 percent of the progress being made during the first 80 percent of the available time. Here, the key is to relax, be patient, and simply out wait the other person. There is a strong likelihood that he/she will make an additional offer, increase his/her consideration, or do something else to move the process along. Just by being more patient and waiting, you have gotten more of what you wanted.

So far, I have tried to maintain a proper level of objectivity and style. Since we have come to the end of this article, though, I thought that you might like to know about one additional game that may not quite maintain the professional demeanor that has been present to this point. This has been designated as 'The Call Girl Principle.' The principle says that the value of a service declines in direct proportion to the amount of time it has been since you have received the service. Of course, this is why the call girl always wants to be paid in advance. Good negotiators always make sure that there are definite arrangements made for how much they are going to receive and when they are going to receive it. Whenever possible, they receive it in advance. 'You do what you are going to do for me and then I will do what I am going to do for you.' By this point, though, you will undoubtedly be able to go the call girl principle one better. Try it when you and your spouse are in the lover's dimension of your marriage. What is this advanced principle called? You guessed it - simultaneous sex. As with many things in life, it is usually better to do it together than to take turns.

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