The next time that you start a negotiation, what will be running through  your mind? 

If you are like most of us, you are excited to get started  and you have a fairly clear idea what negotiation styles and negotiating  techniques you’ll be using to get what you want out of this  negotiation. However, have you really done your homework?  

If you want your next negotiation to be successful, then what you do  before the negotiation starts may determine how it turns out.