Good Guy, Bad guy

A sales person and the owner of a property are negotiating with a prospective buyer.

Owner: "I am sorry, but I don't want to waste more time on this. I have to go. I just don't think a meaningful offer is at hand. See you."

Sales person: "I must apologise. He is a difficult man. If it were my wish I would like to see you get the house. I'll see what I can do."

Buyer: "Do you think you can convince him to do the deal?"

Difficult and dangerous. The buyer may end up asking the sales person to negotiate on his behalf with the owner. The best way to counter is to simply tell the other party that you know what they are doing. A ploy perceived is not a ploy that works.
5. The set aside

You are in a meeting where the purchasing manager is talking to the representative of a printer.

Manager: "Look, we only do business with companies that give us sixty days terms. If you cannot, why are we wasting our time?"

The sales person is in danger that the negotiation will collapse before it has begun; before a relationship is built; before all the facts are out in the open. An inexperienced negotiator will either now give a concession or allow the negotiation to collapse.

The experienced person will respond by saying: "Let's put that aside for a moment and first see if there are other things important to both of us?" While saying this, it is also helpful to gesture the putting aside of this issue for a time by making as if you put it at the edge of the table or on the floor.