Knowledge is power but only when it's used. What information should I share, when and why?
2. Who goes first?
If I let them make the first proposal they might offer me more than I was expecting, but what if it's worse, much worse?
3. Where do I pitch?
If I go extreme I'll have plenty of wriggle room and I might structure their expectations as to where the deal will be done, but what if I'm so unrealistic I get shown the door?
4. Do I change my mind?
If my strategy's not working or my objectives aren't realistic do I change or recalibrate them? If I do, will they see that as a sign of weakness and come after me?
5. Losing the argument
If they've got a point, do I try to argue fruitlessly against it or accept their point and make a concession?
If I don't know, should I assume? If I do I could get it horribly wrong, if I don't I'll never make a decision.
7. Do I ask for what I want?
If I do they might not give it to me, but if I don't they're going to have to guess.
8. Should I give them what they want?
If I do they might not give me what I want but if I don't then why would they give me what I want?
9. When do I stop?
If I go too soon I might miss an opportunity, if I leave it too late I'll risk unravelling the deal and having to start again.
10. Should I threaten a sanction?
If I do it may raise the temperature and destabilise the negotiation; if I don't, I'm losing power.