As negotiators, what we tend to focus on with all of our negotiation  styles and negotiating techniques, of course, is the negotiations at  hand. 

It turns out that this is just a little bit sad. The reason is  because we’re going to all of the work trying to craft an agreement that  both sides can live with and we’re not taking the time to focus on what really matters.  What we need to be thinking about is just exactly how we are going to  go about putting the agreement that we’ve created into action. 

How can  we make sure that our agreement is going to turn out to be a success?