To gain a comprehensive understanding of the other party's position.

To identify potential areas of agreement and disagreement.

To assess the strengths and weaknesses of one's own position.

To develop a strategy for achieving one's negotiation objectives.

Conducting research on the other party and the subject matter of the negotiation.

Interviewing stakeholders and experts in the field.

Observing the other party's behavior and communication patterns.

Relying solely on one's own assumptions and biases.

It provides a clear direction and focus for the negotiation process.

It helps prioritize issues and allocate resources effectively.

It enables negotiators to measure their progress and assess the outcomes of the negotiation.

All of the above.

They should be specific, measurable, achievable, relevant, and time-bound (SMART).

They should be ambitious and challenging, pushing the limits of what is possible.

They should be flexible and adaptable, allowing for adjustments as the negotiation progresses.

They should be aligned with the interests and priorities of all parties involved.

It demonstrates a commitment to the negotiation process and a willingness to engage in good faith.

It creates opportunities for informal communication and relationship-building before the formal negotiation begins.

It helps establish a positive atmosphere and foster a sense of mutual respect and understanding.

All of the above.