You should also understand the other side's reasons for being at the bargaining table and

what their objectives are, independent of who represents their side at the bargaining table.

Sometimes these objectives are stated; sometimes their objectives are camouflaged and

must be gleaned indirectly. For example, if you are a manager negotiating a labor contract, 

you might want to look at the contracts that the union negotiated recently with other firms

in order to determine the common features that emerged -- such features may give you clues

as to the other side's objectives. Knowing their objectives can help you tailor your arguments

to make them more persuasive because you can show how your proposals satisfy their goals.

Review question:
	Thorough preparation involves knowing about:
		The issues under discussion
		Your product, or service, and your proposals for each issue
		Your opponent's professional concerns
		Your opponent's personal objectives
		All of the above.