Person on the other side of the table. but you have to understand what it is a person wants. take an example. you re happily married, i assume, and you think how many times does a man not understand the woman or the woman the man because we don t get at the needs. so you have to find what it is the other person wants. it may not be money. some people are in it for ego. some are in it for power. there are different reasons that but understand their motivations. should you throw out the first price or not? that s the question we get the most. that s a great question. i don t mean to be diplomative here but the answer is yes and no. the only time you should throw out the first price is if you re in firm control of the negotiation and the information about the other person and you know where the marks are. if you don t and you come unarmed, then you kind of feel your territory. but there are a couple of ways to do this. there s anchoring. anchoring at the low end. so for example if t ....