When negotiating with another group it’s important to know what each others objectives are.
If both sides have the same objectives, there is always a chance of coming to an agreement.
The problem is when the two sides have different objectives. When this happens the likelihood of an agreement is much smaller.
Even worse is when one side thinks both sides have the same objectives and they are simply misreading the situation. When this happens, much time and resources can be wasted with no real hope for success.
It’s vital to know the other sides objectives in order to be able to formulate a reasonable plan.
Have a great day!