When we enter into a negotiation, what we’d like to be able to do is to  use our negotiation styles and negotiating techniques to determine what  the other side’s interests are and then reconcile them with our own.  

Successfully doing this can be quite a process. Attempting to do this  can make things a bit more challenging for you. There will be times that  we encounter a situation in which the other side presents a myriad of options and offers at the negotiation table. 

As negotiators we need to determine if this will help facilitate a negotiated agreement?