When we enter into a negotiation, we never know who will be sitting across the table from us. 

Will they be a negotiator who is just starting  out or a skilled professional who has done this countless times before?  In any negotiation that you participate in, you will undoubtedly find  yourself on the defensive at certain points in time. 

What you need are  strategies that you can use to get the deal that you want out of the  negotiation.