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Tim Carr, an American working for a defense company based in the midwestern United States, was about to enter a sensitive bargaining session with a high-level Saudi Arabian customer, but he wasn’t particularly concerned. Carr was an experienced negotiator and was well-trained in basic principles: Separate the people from the problem. Define your BATNA (best alternative to a negotiated agreement) up front. Focus on interests, not positions. He’d been there, read that, and done the training.

Everyone must negotiate at some point.

A new hire must negotiate her starting salary. A sales professional must negotiate the best price with a customer. A business owner must negotiate the best buyout cost.

At some point, you're going to enter into negotiations, and you should know the best tips for winning.

It used to be that successful negotiations were left up for grabs to whoever could be angrier or louder. Today, scientists have discovered surprising psychological insights regarding negotiation. Here are three that you can use the next time you enter into a negotiation of any kind.

This spring, an aspiring professor—W, as she’s chosen to call herself in a blog post about the experience—attempted to negotiate her tenure-track job offer with the Nazareth College philosophy department. She wanted a slightly higher salary than the starting offer, paid maternity leave for one semester, a pre-tenure sabbatical, a cap on the number of new classes that she would teach each semester, and a deferred starting date. “I know that some of these might be easier to grant than others,” she acknowledged in her e-mail. “Let me know what you think.”

Many people fear that no matter how they prepare, their negotiation will spiral into an unproductive debate or a shouting match. Even if you’re approaching the negotiation with a collaborative, joint problem-solving mindset, it’s possible that things will get heated. You know when it’s happening: Perhaps you feel yourself getting emotional. You sense that your blood pressure is rising, that you’re becoming angry or anxious. Maybe your counterpart is doing the same. The volume might be getting louder, or one or both of you have started to yell.

So what are top executives doing before they even begin working to set themselves up for a more lucrative career? Here are a few tactics prospective CEOs might use.

Know your history.

Information is power, so get as much as you can before you even begin negotiating. You should research both the company's compensation structure as well as the position's value in the labor market. There's no doubt that a candidate for an executive position knows the previous CEO's salary and wouldn't accept anything less.

A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done.

As anyone who has recently bought a car or sold a house knows, however, negotiations are rarely so dispassionate. As soon as the checkbook comes out a flood of emotions comes out with it—fear, anxiety, competiveness, anger, annoyance—all of which can influence what either side is willing to accept.