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It's a myth that negotiations result in a winner and a loser. Make it your objective to achieve a win-win all around, for all stakeholders. Negotiations by nature involve compromise, so identify which items on your list are must-haves, and which are negotiable. Don't get stuck on some items out of stubbornness, or to make a point. Be reasonable and fair to both yourself and the employer while finding the "yes" on as many items as possible. A successful negotiation should result in all parties feeling satisfied with the outcome. Negotiating is also an exercise in control. You want to remain even tempered and reasonable throughout the process. Don't let emotions rule your behavior. Even if you consider the other party's points weak, unacceptable or laughable, don't insult them with an inappropriate response.
Maintain a poker face while they make their case, and think carefully before responding. Any rash responses on your part will make you appear inexperienced and unwilling to work toward a win-win outcome. Finally, be content with your compromises and with the final agreement. Otherwise your resentment will quickly start to mount - and there's no win-win in that.
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Handle negotiation breakdowns effectively
Negotiations can go in two general directions - toward success, or toward breakdown. Failing to achieve win-win results along the way will result in negotiation breakdowns. Make it your objective to keep the discussions going as you reach mutual agreement on each point. If you start to sense disengagement on the part of either negotiating party, try to get it back on a positive track. Review the points on which you've agreed thus far before moving back to the points of negotiation.
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