There’s an interesting article at the ChangeFactory with some tips on how to negotiate. It looks at how the preferred outcome to most negotiations is collaboration and not compromise. The basic idea being that no one gets exactly what they want when they are forced to compromise, but if they collaborate, then they’ve got a better chance:
The preferred outcome, a large majority of times, is collaboration. Collaboration aims at achieving the interests of all sides, rather than acceding to the other side’s position or imposing your position.