At lot of us go into a negotiation like we are getting ready to go to war.  We do our research, make sure that we know who we’re going to be going  up against, prepare our demands and then use our negotiation styles and  negotiating techniques to charge into battle. To us a negotiation is all about competition.  The more points that we can score, the better the chance that we’re  going to win this negotiation and the other side is going to lose.  However, maybe we’ve been looking at this all wrong. Is it possible that the goal of any negotiation should be about creating value?