He who cares least, wins.
So goes the saying at any rate and there is an element of truth to it in a negotiation. Power is partly a function of your willingness to walk away. If you decide to walk away from the deal, and the other party still want it, they will come towards you.
So you must be prepared to walk away from any deal. Being okay with this option will increase your power in the deal enormously. This concept is so important in negotiations that we will dedicate a whole chapter to it.
We have all been in the marketplace, haggling for that nice ethnic vase. The asking price is way too high and on bargaining only comes down slightly. Walk away from the shop and the price drops instantly. ...