When negotiating, you must be mindful of how you communicate. Even the word choices you use can impact the flow and outcome of the negotiation. Consider as an example using the phrase, ‘You should’. That has an authoritarian implication associated with it. While the words, ‘I would’ implies more freedom, less direct, and it contains flexibility. It says I’m not telling you what to do, this is what I’d do.
Depending on the personality type of the person with whom you’re negotiating either phrase may be appropriate. Thus, it becomes incumbent upon you to know when to use the appropriate language to use in the appropriate situation to communicate most effectively.