Some negotiation problems I see repeatedly:

Intimidation: It’s easy to be intimidated by the representative of a powerful company. Remember: if they are bargaining with you, you have something they need. Use that knowledge to your advantage.

Nervousness: Talking too much is a sign of discomfort that a trained negotiator can exploit. Learn to ask questions rather than trying to sell.

Insecurity: Our “product” is personal, and we need praise and affirmation. In tense situations many talented people concentrate on their weaknesses, not their strengths. They fear that their credentials are lacking. Remember, if you’ve been asked to the party, your cred is established.

Rolling Over: Prior to the training, one of my students presented an $85k proposal to a repeat F100 client. After praising the designer’s past work, the client said: “I only have $65k to spend”. Instead of defending his price and explaining the advantages of his proposal, my client immediately said “okay, we’ll figure out how to do it for $65k”. My client was so eager to get to where he feels in control – doing the work – that he just threw in the towel.