When you jump into a negotiation, do you know what you want to get out  of the negotiation? 

Perhaps a much more important question is does  the other side have a set of expectations regarding what they want to  get out of the negotiations no matter what negotiation styles or  negotiating techniques are used?  It turns out that as a  negotiator, one of your responsibilities is to make sure that during the  negotiations you take the time to carefully manage the other side’s  expectations. You need to make sure that when the negotiation is over,  their expectations have been met. 

Now comes the big question – do you  know how to go about doing this?