So that means when you want to negotiate the close of a deal take the perspective of the person you're talking to. Try to think where he's coming from, what is going on inside of his head? Why is he looking to make a deal in the first place? Can you align his incentives with your own?

 Why? Asking for more than you really want gives you the opportunity to make sacrifices while you're negotiating. After hearing your offer the hiring manager is probably going to say you're asking for too much. But that's okay you've got five thousand dollars and a week's vacation worth of wiggle room. You can sacrifice that extra money and vacation time, meet the hiring manager in the middle and agree on that five thousand dollars salary increase. Which is what you really wanted anyway. So if you're negotiating your salary, a client contract, or anything really ask for more than you're willing to take. Get it? 

 Here's the deal. When you take responsibility for the no you're positioning yourself as the foe and the other person could get defensive and that's no good. However, when you pass the blame to someone else you take on a different role. Instead of being the enemy you're actually working with the person you're talking to find a common resolution. Be the good guy.

Let's say you are trying to hire a worker or someone to fill a position, but the person wants more than you have been given to pay them. How can you handle that? "Sorry, but I have been strict guidelines by the people in charge that his is as high as I can go for the job/salary etc... If it was up to me I would, but unfortunately it is not up to me. If you can do it for this amount then we cna move forward." In this case you are positioning yourself as a friend with the boss or business as the person to blame. You put yourself on the same side as the person you are negotiating with, which gives them the sense that you are on their side in trying to work out a deal.

1. See Things From Their Side
2. Always Ask For More
3. Saying No Is Not Your Fault