Join Liz Hill, Associate Director, for Part Two of the negotiation series to discuss the importance of identifying what you want before entering a negotiation. Negotiators often waste time arguing over who should get their way or, alternatively, trying to find a compromise point in between the two firm positions they have staked. In principled negotiation, negotiators look beyond such hard-and-fast positions to try to identify underlying interests—their basic needs, wants and motivations.