Running you through a handy framework for any negotiation, the I FORESAW IT framework from Professor Seth Freeman (or see the graphic in this tweet). You'll hear some win-win-or-no-deal and BATNA in here, of course. There are really no new ideas... :)
I'd rank rapport higher than Freeman does. On that note: check out "Way of the Wolf", an excellent sales book by Jordan Belfort - grab on Amazon here.
I like the simplicity of Jordan's three scales of certainty required to close a sale:
You need roughly an 8, 9, or 10 out of 10 on your target's certainty about:
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