The reason that we enter into a negotiation is because we want to be  able to use our negotiation styles and negotiating techniques to reach a  deal with the other side. 

The challenge that we have is that what we  want and what they want may be two very different things. The whole  purpose of a negotiation is for us to find a way to build bridges  between our two opposing camps and find some common ground that both of  us can live with. The one thing that we don’t want to have happen is for  us to run into an impasse – that would be a negotiation failure. 

What can we do to make sure that this does not happen?