Most business negotiations are not spot transactions. They involve either one of a series of transactions or the initial ground rules for a long-term relationship. Don’t negotiate a long-term relationship, or one in a series of transactions, as you would a spot transaction. You are negotiating a relationship, not a transaction. You will reap what you sow. Leave the other side feeling happy. Before you start negotiating, find out what the other side expects. You may find that you can trim back what you would otherwise have offered and still satisfy them. Within limits, the more extreme your initial demands, the better the results you will obtain. Get the other side to make all of its requests first. Don’t wait for them to gradually reveal their position during the process of item-by-item negotiations.