When you use your negotiation styles and negotiating techniques to enter into a negotiation, just exactly how much do you know about the other side?  

What you probably have are a number of assumptions that are going to be  boosted by the first impressions that the other side makes when you  meet them. A question that we should all be asking ourselves is if this is really the best way to go about preparing to negotiate? 

Could we be  getting things wrong?