If this was a perfect world, then every time that you went into a  negotiation you would be facing someone who was doing this for the first  time. They would be unsure of themselves and they would end up making  all sorts of very basic mistakes. 

However, it’s not a perfect world and  more often than not you are going to find yourself sitting across the table from a skilled negotiator  who is wise to all of your negotiation styles and negotiating  techniques. 

When this happens, you are going to have to make sure that  you have the defensive negotiation strategies that you’ll need in order  to get the job done.