It goes without saying that when we sit down at the negotiating table,  both sides have a different view of the world. 

We both want something  and in order to get what we want, the other side is going to have to be  willing to give something up. The fact that we all have different  preferences means that if we are not careful our negotiations can grind  to a halt. 

What we need to get good at is using our negotiation styles  and negotiating techniques to find ways to create mutually beneficial agreements during our negotiations that both sides will be able to live with.