1. Do what you can to manage the process 2. Make the other party smaller 3. Never do an all-or-nothing deal 4. Make yourself bigger Choose A low-power copier repair company realizes that it does much better in negotiations when it avoids trying to create a contract with the whole University of Kentucky but rather makes relationships and separate deals with individual units (e.g., the Business School, the Law School, the Pharmacy School). [Choose A negotiator from a low-power company that is going to be acquired attempts to control the negotiation protocol (including the agenda, where it will take place, who will be sent to negotiate) in order to increase his or her power in the negotiation Choose A small business decides that rather than become completely reliant on Wal-Mart, it will intentionally sell to multiple retailers, including Kohl's, Target, and Amazon.com, so as to spread out its risk, even though this will increase its costs. Choose A number of low-power farmers band together to negotiate better prices from a powerful farm equipment manufacturer