You are leading a negotiating team for your company, facing off with a major client to work out a price increase. You think you're on solid footingyou've done your homework, and you know the terms you're looking for. But after some opening niceties, one of your team members blurts out: "Just tell uswhat do we need to do to get more of your business?" And in that moment, you know you've lost the upper hand.