The parties may also refine and improve proposals at this point. Participants can avoid falling into a win-lose mentality by focusing on shared interests. When the parties' interests differ, they should seek options in which those differences can be made compatible or even complementary. Each side should try to make proposals that are appealing to the other side, and that the other side would find easy to agree to. To do this it is important to identify the decision makers and target proposals directly toward them.
Proposals are easier to agree to when they seem legitimate, or when they are supported by precedent.
Threats are usually less effective at motivating agreement than are beneficial offers. Use Objective Criteria When interests are directly opposed, the parties should use objective criteria to resolve their differences. Allowing such differences to spark a battle of wills will destroy relationships, is inefficient, and is not likely to produce wise agreements. Decisions based on reasonable standards makes it easier for the parties to agree and preserve their good relationship. The first step is to develop objective criteria.