I sat across from them knowing exactly what I wanted and what I'd never accept. When they pushed, I didn't panic; I traded the things I cared less about for the ones I did. We both left with something, but I got the deal I came for. The quiet after I named my terms used to scare me, and now I just let it sit.
More people experience this than they realize.
You negotiate from a clear plan and hold out for the deal you want.
If this sounds familiar, the Library can help you find the bigger picture.