If you sit back and think about it, what are you really trying to  accomplish during a negotiation with all of your fancy negotiation  styles and negotiating techniques? 

If you are like most of us, what you  would like to be able to do is to discover additional value that nobody realized was there, perhaps make some useful trades with  the other side, and finally come up with a deal that will exceed both  sides initial expectations. 

All of this sounds wonderful; however, how  can a negotiator actually make this happen?