Mastering clear negotiation needs the sales professional to have a clear understanding of the customer, the case and themselves in any respect times and provide professional sales training.  Unfortunately not all your customers will come back from an edge of integrity or from a need to find a mutually useful resolution within the negotiation. 

They appear to be in the sport just to save lots of cash and that they will be ruthless in the pursuit even if they need to resort to manipulation by using underhanded ploys and tactics. 
Avoid losing the essence of the negotiation method; be aware of the negotiation ploys, tricks and tactics that some of your customers could be using. 
Good cop/Bad Cop: Don’t fall into the entice of operating with the Good Cop and not the Bad Cop; confidently ask open-ended queries to the get the negotiation under control.

Higher Authority: Take away the opportunity for this ploy to be used. Check you've got started your negotiation with the senior call maker. Ask, “Who additionally to yourself is concerned in making the ultimate call?”

Last and Final Offer: Is it worth they are looking for or the simplest overall solution? Focus back on what sets you apart from the rest. Raise “Alternative than the price happening what else will influence your shopping for call?”

Nibbles: Don’t build any concessions, if you concede as you are about to walk out the door your credibility is damaged. If you nibble back the negotiation is back to square one.

Crunch: Test for commitment. Don’t offer up one thing till you've got their commitment. Don’t offer too much away, you will loose the deal.

Humble and Helpless: Don’t be fooled - they're simply playing on your sympathy. You'll never be on equal terms in the relationship if you fall for this one.
Straw Man: Avoid making concessions or inventing a few freebies to allow away. Find out what their goals and objectives are and why - it will allow you to work out through any false or “straw” issues.

Cherry-picking: They might take bits and pieces from your proposal and tell you your competitor has value -adds to create your proposal look inferior. Ask them who offered this exceptional deal. Specify the terms at the start - this proposal is based on acceptance of the whole offer.
Telephone Deals: When asked for your best price in a very hurried telephone decision provide yourself a buffer - “Before I will try this, let me ask you a number of questions so I can see what your needs are, then after I quote you, it can be lot more appropriate for you.

The true essence of sales training is understanding that selling is about an exchange of value between folks and organizations.  Hold on to the essence of transparent negotiations, add price and put integrity into your negotiations.   Be positive, be proud and be principled in all that you are doing and there will be no limit to your success.