The number and intensity of obstacles seems to correlate with lower ratings. Preparing for win-win negotiations . In win-win negotiations, the playing field needs to be as even as possible for all parties. This helps make the face to face encounter more valuable and cost effective by clarifying goals, underscoring the interests at stake, and developing supporting arguments while seeking to better understand the other party. Partners need to distinguish between interests and negotiation positions .
Interests are the concerns, needs, desires and fears underlying a negotiator's position .
It is ultimately a person's interests, not his or her positions, which need to be understood and accommodated. A partner's position may be much more flexible if broken down to underlying interests. Having laid the groundwork for collaboration, the parties are now ready to carefully review the facts, identify options, and select the best alternative or combination of alternatives. Decide on a fair arrangement and document the agreement . Once a decision has been reached on major deal points, parties need to outline what needs to be done to finalize the agreement.