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?

6. Assumptions

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.