“1.​Set your target price (your goal). 2.​Set your first offer at 65 percent of your target price. 3.​Calculate three raises of decreasing increments (to 85, 95, and 100 percent). 4.​Use lots of empathy and different ways of saying “No” to get the other side to counter before you increase your offer. 5.​When calculating the final amount, use precise, nonround numbers like, say, $37,893 rather than $38,000. It gives the number credibility and weight. 6.​On your final number, throw in a nonmonetary item (that they probably don’t want) to show you’re at your limit.”