Read the book Negotiation genius: http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant...

It will answer a LOT of your questions directly. I've gotten really good at negotiation after being bad at it, and this book was great.

Read it tonight.

I've read a few.

Negotiation Genius is probably the most accessible one:

http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant...

Winning Through Intimidation was a fun read, especially if you're into real estate. Apparently the book is worth a lot now (I had no idea, I have an old hardcover version that I don't even see here)

http://www.amazon.com/Winning-Through-Intimidation-Robert-Ri...

Negotiation Genius - best book out there and a good read.

http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant...