Be sure you: know what you want anticipate what the other party wants sell yourself before you try to sell your ideas expand common ground to reach agreement. Remember that an agreement results from the ultimate expansion of common ground. attack the problem or situation, NOT the other party use the PRAM model: Plan, Relationships, Agreements, Maintenance avoid “hard” negotiating (eg “A lie is not a lie if the truth is not expected”.) It does not build trust or relationships. avoid “positional bargaining” which tends to deal only with the tip of the iceberg. Look underneath to find the substance.