Negotiations usually follow a set pattern. You meet a counter-party, establish an agenda, establish the value of assets, and then close a deal. In this chapter we're going to look at how you should be gathering and managing information that will drive your negotiation. There are 3 steps to your negotiating plan: 1. Decide what type of relationship you need. This is a DATA driven decision -- not an emotional one. 2. Determine if this counter-party is suitable for you needs. 3. Surface and manage USEFUL information. Remember -- you are controlling the informaiton you SUPPLY as well as the information you GATHER.