** Manipulating/influencing the other party's perception of utilities (values associated with various outcomes). This includes:
a. Influencing the party's perceptions about his/her own utilities.
b. Influencing the party's perceptions of YOUR utilities.
 
** Manipulating the other party's expectations concerning the negotiation situation; influencing the other party's expectations to one's own advantage.
 
** Gaining as much information about the other party's position/utilities as possible while revealing as little as possible about own's own positions.
 
Tactics
Distributive/competitive tactics are designed to gain and maintain control of the conflict situation.  Common tactics include:

• Conveying deliberate impressions.
• Ambiguity; uncertainty, feigning ignorance.
• Delay; asking for time to study, talking to someone else.
• Small concessions and slow concession rate.
• Extreme initial offers.
• Verbally invoking power (e.g., one's "position": verbal attempts to gain compliance).
• Threats, warnings, promises, rewards.
• Controlled dissemination of information.
• Asking for a first offer rather than presenting the first offer.
• Forming a coalition.
• Invoking a deadline.
• Include bargaining chips (e.g., throwaway demands).
• Use the media; play to an audience (put pressure on the other party).
• Using deception: Lying, bluffing, falsification or fabrication of information, misrepresentation, withholding information, denial of knowledge, denial of authority.
• An artificial commitment to mutual gain (integrative/collaborative) negotiation.