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Many variables impact the offer-concession stage of a negotiation. What issues to address first and when and how much to move should be considered during your strategic planning process. Here are my Top Ten rules of thumb for orchestrating the best game plan once the negotiation begins:

1. Expect, plan and insist on reciprocity of movement. Be prepared to give to get but don't give more unless you're getting more.

Walt Disney announced on Monday its acquisition of Marvel Entertainment in a $4 billion deal. Both sides stand to benefit. Marvel gains access to Walt Disney's powerful marketing and distribution system, including Disney's theme parks and cable television channels, and significantly improves its ability to finance its movies.

As a follow-up to last week's blog about preferred negotiation styles in which I identified three broad categories of styles (competitors, accommodators and conflict avoiders) and shared a list of competitor characteristics,

Former President Bill Clinton met yesterday with North Korean leader Kim Jung-il seeking the release of two imprisoned American journalists. Fortunately, he was successful and the journalists have now been reunited with their families in the United States. In light of Kim Jung-il's sordid reputation, here are my Top Ten Tactics for Negotiating with the Unethical and Untrustworthy:

1. Ensure significant negative consequences for any breach by your counterpart, increasing the likelihood they will actually follow through on their commitments