| Do's | Don't's |
| Enter with a specific target | Yield to pressure |
| Separate people from problems | Be aggressive |
| Focus on interests | Focus on positions |
| Double check your information during negotiation | Feel uncomfortable with uncertainty |
| Think that perception is more important than reality | Imagine that they see you as you as yourself |
| Try to put yourself in their shoes | Focus exclusively on own needs |
| Trade what's cheap for you | Make concessions without gaining anything in return |
| Be flexible | Always negotiate in the same fashion |
| Have an analytical mind | Listen passively |
| Have patience | Be too eager to please |
| Have more questions than answers | Answer every question you are asked |
| Use objective criteria | Turn it into debate |
(based on "Getting to Yes" by Roger Fisher & William Ury - connected with the Harvard Negotiation Project)