Emotions bog you down and emotions can cloud your ability to make clear decisions based on fact, and almost instantly give the advantage to the other side.
Your job is to come to the negotiating table with a blank slate. If necessary, be prepared to walk away if the terms or conditions do not meet your expectations. When you convey this fact; this very powerful ability, you have taken your emotions out of the mix and have replaced them with sound reasoning.
This strategy is easier to do in our personal life than in our business life. At work, the greatest risk usually revolves around securing a new client or contract; or not.