1. Have patience. Since most concessions and settlements occur in the last 20 percent of the available time, remain levelheaded, and wait for the right moment to act. As a general rule, patience pays.

2. Be persistent. Your counterpart is most likely not going to concede to your needs and desires in the beginning of the negotiation. If your first request does not work, try a different strategy, or provide additional information that might persuade your counterpart to make a concession. Don't give up on your first try. Patience and persistence pay off in negotiations.

3. Move quickly when possible. There will be times when one or both parties will benefit if negotiations are resolved quickly. If this is the case, sell your counterpart on the benefits to him of a speedy resolution.

4. Realize deadlines can be moved, changed or eliminated. As your deadline comes near, do not panic. You can change it! Have you ever wondered why so many people run to the post office to file their taxes at the last minute on April 15 when they could easily file an extension, gaining another four months or more to send in their forms?

5. Know your counterpart's time line. In most negotiations, you are better off if you know your counterpart's deadline and she does not know yours. As you near her deadline, your counterpart's stress level will increase, and she will be more likely to make concessions.

6. Make time work for you. As a rule, you will not achieve the best outcome quickly. Although there are some exceptions, you will usually be better off moving slowly and with perseverance, even if it means changing your deadline.