We all know at this point, as quoted in Never Split the Difference, the key to negotiation is giving the other side the illusion of control. Turning your counterpart into the solver of problems is essential to making this happen for 2 reasons. First, we know that human nature tells us people feel in control when they are doing the talking. Second, buy-in is paramount to great execution. As a negotiator, your task is to with presenting moments for the other side to do some contemplating. Facilitate an interaction where they are considering things they feel the need to collaborate with you on directly, have to check with their team on, or both.