1) Know what you want/expect from the deal before you enter the room.
2) Decide what you are willing to give up before you enter the room.
3) Focus on the goals and how to reach them rather than on the areas of disagreement.
4) Reference objective/outside factors such as the CPI, inflation rates, or industry statistics.
5) Disregard (and don't initiate) any emotional "reasoning." Stick to the facts.
6) Be reasonable. Crushing opponents looks great in TV boardrooms, but is not the way to develop a business partnership with a vendor.
7) Develop an alternative if agreement can't be reached.
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