One of the key things that I often see I'm missing in most negotiation is the expansion of variables that can be negotiated. A variable in a negotiation could be price delivery, time warehousing education, cost of capital terms of payment, you name it hundreds and hundreds of variables that typically could be negotiated in a negotiation. Have you prepared your list of variables? Have you actually looked into what could be negotiated outside the usual negotiated arena? And are you focused on your counterpart variables as well?