ABSTRACT
This chapter suggests that contractors take an objective look back at the situations contractors have been in where contractors would have benefited from a little bit of negotiating skill. In every negotiation, contractors need to look behind the other side's position and to establish their underlying interests. Establishing underlying interests is easier said than done, but it can be done. Each party should be willing to establish their underlying interests and to communicate them to the other side. Explain contractors' interests to the other side and be prepared to acknowledge theirs. If each party can think about their interests and consider possible solutions with an open mind, the chances of a 'win-win' solution will be increased dramatically. Inventing new options may not come very easily for either party; but by looking for the single best answer, contractors may overlook a better solution selected from a wider range of options.
