I ended up jumping straight to the 3 points and loved them. Having said that, I think negotiation is a skill that is cultivated over a long period of time through experiences (and making tons of mistakes) and just knowing the tactics doesn't make you good at negotiation. I think its important to understand your personal values / temperament / thought process, and come up with a way to negotiating that you can be good at and leveraging these and other points. Mark McCormack's "On Negotiating" is brilliant on this topic - http://www.amazon.com/Negotiating-Mark-H-McCormack/dp/078710...