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This is part of a case series. The case is written from the perspective of Elizabeth, a member of the consulting team. The suboptimal outcome in BizCo's negotiation with TQS led Elizabeth to reflect on several issues related to designing and executing high-stakes negotiations. These issues include setting goals, managing relationships, establishing a division of labor within the negotiation team, choosing communication technologies for negotiation, setting the stage for the negotiation, and coping with time pressure and strategic surprises in high-stakes negotiations. The gaps that the BizCo - TQS negotiation revealed also led Elizabeth to reflect on strategies for influencing organizational leaders from a low power position.