Negotiation! how do you handle the other side?

When we represent our client at the table, our job is to get the fairest deal for our client, well when the other party sits at the table, you stair each other on the face, what comes to mind? well! there are many thoughts on this, some of the expert negotiators in the world always place weight on facts, when doing the negotiating, always know a your strength and weakness, the outcome should be a fair deal on both sides. With knowlege you are able to be in the best negotiating position, what do you think?, how do you handle a tough negotiator on the other side similarly prepared like your self?