If you sell products or services to other businesses, you're no stranger to contract negotiations. During the negotiations process, compromises must be made. These compromises usually require a concession from one or both parties. If your negotiations don't seem to go the way you hope, it may be that you have been revealing too much to the counterparty. Avoid disclosing more than you have to if you want to get a good deal. Predetermine Your Negotiables Before anything else, determine your negotiables.