You can’t script negotiation. Instead, you need a supple strategy you can adapt to the situation at hand. Opportunities pop up. So do obstacles. Power ebbs and flows. Talks that seem to crawl along can suddenly race forward or veer off in another direction.
After all, negotiation is a two-way street. Whoever you’re dealing with may be as smart and determined or as fallible as you are, and you can’t dictate their agendas, perceptions, or actions.
So, you need to be both proactive and responsive, depending on how the interaction goes.