This process begins creatively as they methodically attempt to solve problems, but ultimately ends up short-sighted. According to Herb Cohen, negotiation is a continuum that often requires creative problem solving (Negotiate This!, 173). During this discussion it is established that they share a common goal, which represents an important first step towards collaborative negotiations. Normally, it would be best to establish this before the discussions begin, but it's done here in the middle of the negotiation, which seems to be an effective tactic to convince David that these horrible solutions are in his best interests. Obviously ethics are ignored by both men because they only care about the outcome, but the dialogue here is noteworthy. In many negotiations, not only the tangible options are important, but also how they are communicated and "sold". The accountant convinces David that his father would rather the farm be partially destroyed than lost entirely. This option successfully moves through the stages in which the accountant is well prepared. He seems to understand his counterpart's inventory and perspective on his father well. The accountant fails to recognize that the loss of two legs and an arm does not allow this option to be sustainable. If he had thought about it in advance, perhaps he would have been able to come up with an alternative plan to get the