Get Inside Your Opponent's Head!

Author and Forbes magazine columnist Victoria Pynchon writes, "In short, negotiation requires hard heads rather than soft hearts".  Despite what you might think about the other side and their motivations, the parties have to work collaboratively to resolve the dispute.  While it might not be overt collaboration, the process of recognizing the other party's perspective, accounting for it and responding to it with respectful disagreement or alternatives is collaboration.