3. Affiliation. Evaluate: What’s the emotional connection like between you and that other person, and that other group? Do you feel close and connected or do you feel distant, alienated, treated like an adversary? If it's the latter, do what you can to shift it, and align yourself more closely with the person you're negotiating with.
4. Status. Respecting people's status is the best way to ensure that they contribute -- more often than not, their engagement will help strengthen the deal.