The more effort you put into supporting collaboration, cooperation and communication during the pre-negotiation phase, the easier it will be to reach agreement at the table. Bazerman (1999) identifies five obstacles or “detours” that impact this process and provides potential solutions. Obstacles not identified and addressed during pre-negotiation will almost certainly interfere with negotiation at the table and may be significantly more difficult to overcome at this stage. The definition of the negotiator's judgment focuses on how the negotiation is set up. Negotiators must consider the influence of positive versus negative frames. If the parties were able to identify what advantages can be obtained in the compromise, this deviation could be avoided (Bazerman, 1999, 199). Similarly, the mythical fixed pie of negotiations describes a win/lose scenario in which one party's interests are assumed to directly conflict with the other party's interests. (Bazermann, 1999, 201). The solution to this deviation is the ability to find "favorable compromises between negotiators" (Bazerman, 1999,