If it is a single-issue negotiation (i.e. know your own bottom line and there is no BATNA https://en.wikipedia.org/wiki/Best_alternative_to_a_negotiat... other than this one choice), therefore you're not afraid to lose (i.e. there are lots of potential suitors), then bargain like a maniac. The only thing they have to hold you by is a time-limited offer, but by doing this they've revealed part of their own non-bottom line (i.e. fear of losing is part of their BATNA), so explore this.
Have recommended before and recommend again the book 'Getting to Yes', and Harvard's very open research and sharing in this area: http://www.pon.harvard.edu/
Getting too serious? Not at all. Harvard's role-plays that can be purchased very cheaply ($1-3 per copy) are great teamwork activities.
They tend to focus on numerical amounts denominated in dollars, but these financial numbers can be easily substituted for time, number of people, anything that's a number. Practicing new concepts with things you're immediately familiar with tends to lead to remembered solutions. Instead save the comparison and application to the postmortem.
