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Breakdowns in negotiation are common. In the face of an impasse at the bargaining table, managers are quick to blame either the challenges of the issues being negotiated (financial terms, delivery dates, etc) or the hard-line tactics of the opposing parties (take-it-or-leave-it offers, good-cop / bad-cop strategies, and so on). Yet, these explanations are often merely symptoms that mask another problem: the failure to negotiate explicitly an effective negotiation process. The negotiation process can have an enormous impact on outcomes. Carefully considering and jointly negotiating the negotiation process increases the likelihood that you and your counterpart will work well together, abide by your decisions, and manage future differences, even when the results are not as good as you might have hoped. Learn how to negotiate a process that increases the likelihood that you and your counterparts will create and claim maximum value.