[skmurphy]

I agree, you have to distinguish between situations where the negotiation is a prelude to a longer term relationship (e.g. selling someone a SaaS subscription) and where it's more likely a one time transaction (e.g. selling a used car). If you are negotiating with another experienced party then Nibbling, Higher authority, Flinch, Play dumb, adding details not agreed to, Red herring, Reluctant buyer, and Want it all are likely to slow things down or convince them that they don't want a long term business relationship with you.