“Respond to a punch by pivoting terms, like switching to non-monetary issues when bargaining over price.   Say something like "What else can you offer to make this a good deal for me?" If your counterpart tries to force you to go first, wiggle your way out of it by alluding to a high figure someone else would charge.  Getting the other guy to go first gives you valuable information about him.  You can do it, as long as you know how to handle the first punch.”