Most negotiations conclude with a period of hard bargaining — adversarial negotiation in which one dollar more for me is one less for you — and many commence with it. There are in our culture at least 10 generally applicable rules for hard bargaining. There are surely more; however, the 10 rules I have identified follow.
"Ten rules of hard bargaining,"
ADR Bulletin: Vol. 3
, Article 2.
Available at: http://epublications.bond.edu.au/adr/vol3/iss4/2