How we change what others think, feel, believe and do
In bargaining, you are seeking to find an agreeable exchange. This is done with probes and signals before the actual trade is done.
Probe for details of what they want, why they want it, and why they may not want to comply with your request.
If they initiated the negotiation, then you might arrive at the negotiation at this stage, with no chance to open. If this is so, you should still listen and probe as necessary. Do not move on to trading until you are ready.
Show that you are ready to negotiate by sending signals that you might change your request or agree to some alternative arrangement. You can then wait for a signal back from them or, if it seems appropriate, go straight to a trade.
Put together things that you want with things that they want and offer these as a possible package for the other person to agree. If it looks like you are close to agreement, then move to closure.
Use trades to handle objections. Offer something in exchange for them withdrawing their reasons for not agreeing with you.
Probe: Why do you need to stay up? How long do you want to stay up?
Signal: Your bedtime should be ten o'clock, you know.
Trade: You can stay up another 30 minutes, but I want you up and out of bed by seven o'clock in the morning! OK?