Excellent tips..my only nit pick is with not using ranges..If you are forced to make the first offer, a range can help figure out what the other party is thinking..if I offer $30-$50 for example, and he jumps on the $50, I'll just repeat the offer at something like $35
The problem with this is you have offered $50 and he has accepted. So if you then say $35, you have reversed yourself, which violates the fourth rule (you can never go backwards on your position). This is viewed as bad faith by the other side and can break the negotiation.
