Negotiators often approach a negotiation with their focus on dollars, goods, or services—the tangible aspects of the bargain. Good negotiators realize there are intangible factors, personal in nature, that also impact a negotiation. These personal factors are sometimes hard to identify, unless your relationship with the other party is very good. You will have a more productive negotiation if you invest some time to get to know the other person better and understand some of their personal motivations.